Let Professional Negotiators Do Your Negotiating

Having been directly responsible for hundreds of negotiations in several fields over the last three decades, I have come to realize that negotiations invariably go best when handled by professionals. Many individuals portray themselves as negotiations savvy, but very few really have the skills, experience and expertise required, and even fewer consistently obtain best possible results.

If your organization has access to someone with these rare skills, I strongly advise turning your negotiations over to that individual, and leaving him to do his thing. Leadership of the organizations should clearly explain what they are trying to obtain via the negotiations, as well as their priorities. Negotiators must also be given all necessary information and background regarding financially relevant issues.

When organizations follow these rules, they obtain optimum results. However, all too often, there are individuals within the leadership of some organizations who believe that they know best, and get involved, often inadvertently sabotaging the negotiation's effectiveness. Negotiations rarely work when one side speaks through various parties, because it generally sends confusing and negative signals to the opposite side. All sides to a negotiation should enter a negotiation with the intent of getting the best possible deal for his side, while understanding the needs of the opposite side. If a negotiator either asks too much, or too little, the negotiation is not optimum!

When negotiations are win- win, both sides walk away satisfied, feeling victorious. They will then tend to work together in a far more relaxed, comfortable, amiable manner, than if there was an adversarial feeling to the negotiation.

Negotiation is a combination of many factors. It begins with a negotiator doing his homework, and fully understanding the needs, priorities, and limitations of both sides. Negotiators also need people skills, to effectively communicate with the other side, and make them feel comfortable. Negotiators must always confirm and reconfirm all details, so that there is no confusion, and there is a written record of all details. Effective negotiators neither over-ask, or under-ask, and always strive to make the other side feel like their idea is really the other sides. If one party to a negotiation cannot "win," or feel satisfied with the agreement, it will invariably break down, either at the negotiating stage, or when it comes to the implementation.

An organization's leadership training should include a section on the basics of negotiations, but should emphasize that negotiating is a highly specialized endeavor. An effective, professional negotiator can finalize a good negotiation in a far shorter period, with far better results, than most other individuals. Leaders do not have to be specialized negotiators, but must understand what the objectives and realities are. Negotiators get it done!