Is it a Negotiation or a Fight?

One of the first things I was warned about as a rookie salesman was to never discuss religion and politics with a customer. I have done a pretty good job of adhering to this advice with only a couple of lapses that I can remember. I am not planning on making an exception today but I will try to use this political stalemate that our politicians are calling a “Shutdown” as a teaching tool on negotiation.

Negotiation is a very vital part of any sales and political process. Without getting the negotiation piece of the process right, things will quickly grind to a halt as we are currently seeing played out for the past week in the media.

Negotiation is defined as “a (willing) discussion intended to produce an agreement.”

I have inserted the word “willing” into the definition as without a willingness on both sides to negotiate it is very difficult if not impossible to have a discussion and produce an agreement.

But it is the word itself that gives us a clue of the main obstacle in reaching a mutual agreement between two parties.

Negotiation

Yes, that’s right ego.  I have seen over and over how egos seem to get in the way of good honest negotiation.

Does any of this sound familiar in our current “Government Shutdown”?

Does any of this sound familiar in any of your recent negotiations?

How many times have your let your ego become a part of a negotiation?

If both parties can’t leave their egos out of the process or at least keep them in check any negotiation becomes nothing more than a fight.

Don’t get me wrong, there is nothing wrong with good honest hard fought negotiations. In fact, I enjoy being in a negotiation where both sides bring their best efforts to the table and engage in lively discussions with each side trying to reach a favorable agreement for themselves. If no agreement can be reached you either move on or step back and begin the process all over. It is when egos get in the way that honest negotiations can never take place.

I think the decision should be made early on whether you wish to engage in a negotiation or just have a fight. That way you are not wasting each others time.

If only our politicians would just decide if they want to negotiate or fight.

If they wish to negotiate, they must leave their egos at the door and attempt to engage in willing negotiations and have a discussion to try to reach a mutual agreement.

If all they want is to fight then we should put them on Pay-Per-View, charge a hefty fee to help offset the cost of the “shutdown” and enjoy it for what it is a “fight”.

Thank you for taking the time to read this article. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.

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Now let’s get out there and over-deliver!