The Transformative Negotiator: Create Optimal Conditions
In The Transformative Negotiator, the chapter “Create Optimal Conditions” emphasizes the relatively simple changes that can make all the difference in a negotiation. In essence, some aspects of negotiation may seem out of your control, but alterations are within reach that contribute to a productive conversation. Consider your surroundings, does the seating arrangement paint the room as an us versus them environment? When and where are just as important as why you are having the negotiation.
For example:
Are you sitting on opposite sides of a table? Where people are sitting may seem minuscule and unimportant, but it can set the tone for the discussion.
Are there other negotiations happening in tandem that will inevitably impact the outcome of yours?
Are there many distractions in the room?
Is it taking place early in the morning, late in the day? How does that impact each party?
With a well-rounded approach to negotiation, considerations are made about external factors that impact your negotiation. Look past the endpoint into the empty space and allow change and flow within your discussion. In reality, the endpoint you desire may not be close to the realistic or ideal endpoint. Keep the bigger picture in mind, and take risks based on that assessment. Risks are an essential part of negotiation, this does not mean unnecessary risk, but calculated risk. With an all-encompassing understanding of the discussion and your negotiation partner, risks within bounds will be more apparent. Michèle Huff explains how to set the stage for a transformative negotiation.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com