The Transformative Negotiator: Check Assumptions and Expectations
In The Transformative Negotiator, the chapter “Check Assumptions and Expectations” accentuates the importance of considering how a message is received. While you know your intentions and end goals, your negotiation partner(s) may not. Even speaking with your best intentions in mind, the assumptions, expectations, filters, and triggers of your negotiation partner may lead them to interpret your efforts differently than you intended. The inverse is possible, as well; you may be misinterpreting them. There is no formula for a successful negotiation, but there are helpful tools to be put into practice. Even when a negotiator is clear and concise, misinterpretation is still possible. Do not let this deter you, it is a natural part of communication.
Recognizing different styles of negotiation helps clear up confusion. There are two main ways to approach a negotiation:
People approach a negotiation vaguely and then become more specific through dialogue.
People approach by presenting specific proposals that ideally lead to negotiation.
In both instances, your negotiation partner may not realize a negotiation was meant to follow, either after a vague statement or what may sound to them as an immediate solution. This applies to personal and professional relationships. It is beneficial to explicitly state the style of negotiation rather than expecting your negotiation partner to infer your desired path. Communication is a stream, and checking assumptions and expectations helps prevent gaps. Bridging the gap between negotiators is one of Michèle Huff’s main points in this work.
Intersectionality influences how people negotiate and interact. Remember to consider the circumstances under which the conversation is taking place, which includes details such as location, the negotiation partner’s background, time constraints, and more. Take these into account and how they may be impacting your discussion. When you consider the context of the negotiation and your negotiation partner, a transformative negotiation is possible.
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