When we hear the word “negotiate,” we often think of ourselves in a “negotiation,” staring down an unscrupulous car dealer or intransigent HR representative. Only infrequently do we treat “negotiate” as what it is: a verb.
That’s a shame because it leads us to forget that negotiating is an action people choose to take. Someone has to decide to negotiate. Remembering that can help us see negotiation for what it really is: an entrepreneurial attempt to achieve our own goals by helping someone else do the same. And seeing negotiation as entrepreneurship can make life more negotiable.
A quick, simple, real-life story to illustrate what I mean: I hate and I mean hate putting away all my clothes after they’re washed. I’m not sure what it is: perhaps it’s the press of other priorities, e.g., the need to publish or perish. Or perhaps just laziness. Regardless, I despise few chores more than folding and hanging. My wife, in turn, hates and I mean hates cleaning the cat box. And her reasoning is a little more sensible: it stinks and spills all over the place, and the cat inevitably decides to resolve his indigestion at just that moment. Loving my boy cat to pieces, however, I don’t really mind it.
Now, this looks nothing like a negotiation—particularly the kind with the car dealer or HR rep. But it clearly presents the opportunity to negotiate—and did in real life. Talking through our respective hates one day, she expressed confusion over mine: “What’s so bad about putting your clothes away?” And herein lay an entrepreneurial opportunity.
No, I wasn’t launching a Silicon Valley startup, seeking VC funding, or even setting up a corner store. But I would like to think I was being quite entrepreneurial when I proposed the simple and obvious trade: How about you put my clothes away if I clean the cat box? It’s not rocket science, and my end of the bargain may even seem silly if you like folding or dislike cat excrement. But it made sense to both of us at the time and made us both better off over the long run.
It’s a silly story, I know, but it has a point: the real purpose of negotiation is not to bend a car dealer into submission. It’s to create value by meeting your own needs and someone else’s at the same time. Since doing that is the same as being entrepreneurial, we’d probably all benefit by starting to see negotiation as entrepreneurship rather than conflict.