Recently, I delivered a program on negotiations for a sales team where one of the C-Suite executives wanted to drop-in and talk about his own skills as a negotiator. While I was emphasizing skills required in large scale business-to-business (B2B) settings, his stories featured retail bargaining, like getting discounts at hotels and restaurants. There are differences between bargaining and negotiating.
Adversarial Mutual Benefit
Pressure Fair Solutions
It strikes me that the fiscal cliff conversations going on between Democrats and Republicans are more bargaining than they are negotiating. I would prefer to see the dialogue framed up in terms of mutual interests rather than issues and the respective positions each party takes on them. 1
Mutual interests would focus on what both parties want to achieve.
Avoid the financial cliff
A strong economy, not only in the US but globally
Avoid another recession
Reduce the deficit
Be seen as compromising – look at how it helped Christie & Obama
Let’s hope we all get a Christmas gift and US leaders stop bargaining and begin negotiating.
May you and yours have a healthy and prosperous New Year.
1 Some will recognize this as the Issues – Positions – Interests model which is a core concept in our negotiations program.