Skill’s use is non-negotiable

Mastering art of negotiation not just good for business

What’s the biggest mistake someone makes in a negotiation?

The biggest mistake is to wing it and negotiate instinctively – not strategically. Let’s say Pat is sitting at his desk Monday morning, his telephone rings, and it’s Jane, his potential business partner, calling to see if he can talk about her proposal.

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Because he’s mostly up to speed on it, he jumps right in. Who has the advantage here? Jane. Here’s Pat’s biggest mistake – a mistake millions of people make every single day: Pat agreed to speak with Jane before he had strategically prepared. Most people negotiate instinctively or intuitively. It’s natural. It can also be devastating. Here’s what Pat should have said: "I’m right in the middle of something. Can I get back with you in an hour?" Then he should have strategically prepared. Whether you’re asking for a raise or buying a car, negotiate strategically, not instinctively.

Who are five of America’s best negotiators?

Former Secretary of State James Baker’s masterful negotiation skills were largely responsible for pulling together the broad-based and diverse coalition of international partners that defeated Saddam Hussein and Iraq in the 1991 Persian Gulf War. It was an extraordinary feat.

Whether you like him or hate him, former President Bill Clinton just has an amazing ability and the charisma to connect with people on substantive issues. I personally don’t know anyone better on a one-on-one basis in public policy-oriented negotiations.

Jerry Colangelo, the outgoing CEO and chairman of the Arizona Diamondbacks and chairman of the Phoenix Suns, moved to Phoenix in 1968 with only the proverbial two nickels in his pocket. He has used his negotiation skills to develop strong relationships with people who have basically – through partnerships he put together – put him in control of two of the most respected sports franchises in the world. These skills have also made him a wealthy and influential man. Much of his success is due to his powerful relationship-oriented negotiation skills.

Harvard Law Professor Roger Fisher is co-author of the classic negotiation book Getting to Yes: Negotiating Agreement Without Giving In, which revolutionized the way millions of people approach negotiation by largely introducing the win-win style of negotiating. His insights and advice – as a consultant and as an author – have led to breakthroughs in a variety of negotiation contexts, from the Camp David Accords in 1978 between Israel and Egypt to the South African reconciliation process in 1991.

Former Senate Majority Leader George Mitchell led the negotiations for two years that ended decades of conflict in Northern Ireland. The historic accord he brokered was overwhelmingly endorsed by the people of Northern Ireland and the Irish Republic.

What negotiation is at the head of your list right now?

One of the most intractable international negotiations I have followed for a long time is the Israeli-Palestinian negotiation. This has stymied the world’s most expert negotiators for years, and the failure of these parties to reach a long-term enforceable agreement continues to have a devastating impact on the parties themselves and on the world. Unfortunately, no silver negotiation bullet exists to resolve this situation. But I hope these parties will ultimately find a way to live together in peace. The human cost of the alternative – for both sides – is just not acceptable.

In your experience, are Arizonans better or worse negotiators than other Americans?

I have not found Arizonans to be substantially better or worse negotiators than any other Americans. In fact, it’s very difficult to generalize about the negotiation skills of any group of people based on where they live, especially from a place as diverse as Arizona. This is partly because negotiation skills are highly specific to the person. There are some extremely effective individual negotiators in Arizona. The opposite, of course, is also true. Plus, while some groups may have a reputation as using a particularly effective approach in certain negotiation contexts, they will often use that same approach in other negotiation contexts, where they will be highly ineffective.

Why do non-businesspeople need these skills?

Everyone negotiates. Kids play their parents against each other. Families try to reach consensus on where to vacation. It’s not just a skill relevant to business professionals. Whether you’re arguing with your spouse, buying a car, or selling a product or a house, you’re negotiating. If you’re talking with someone and you want something and they want something – you’re negotiating. It happens millions of times every day in almost every conceivable context. Incredibly, though, few have ever learned the strategies and techniques of effective negotiation. Even fewer have mastered them. That’s why my book is based on the latest research and experiences of the most successful negotiators in a variety of business and non-business contexts.

In fact, my book includes chapters on how to buy or sell a house, how to buy or sell a car, salary negotiations, and, of course, business negotiations. It even includes a chapter on family negotiations.