Let me introduce you to one of the world’s best negotiators: she’s five and sleeps across the hall. Why does she qualify as one of the world’s best? Because she always knows exactly what she wants and takes every—I mean every—opportunity to ask for it. In particular, she sees all of my requests as opportunities to extract concessions.
“Can you please eat the rest of your dinner?” “Only if I get an extra piece of candy.”
“Can you please brush your teeth?” “Only if I get an extra story.”
In the interest of supporting her budding aspirations as a negotiator, I sometimes play along, adjusting the initial offer accordingly. Knowing she’ll request an extra piece of candy to wrap up dinner, for example, I initially offer one rather than the allowable two.
But more often than not, I don’t play along. And this aspiring negotiator would do well to learn why. Indeed, every aspiring negotiator would do well to understand the underlying lesson: that many situations offer opportunities to extract concessions, but some just don’t. And understanding which is which is crucial for making life negotiable.
Three situations in which it’s probably not appropriate to request a concession:
- When a concession would devalue the discussion: In keeping with her strategy, my aspiring negotiator often seizes on the request for a bedtime hug by saying, “Only if you sing another song!” Setting aside the potential merits of another song, a father-daughter hug is sacred rather than transactional—sanctified rather than commoditized. And treating it as a commodity to be bought and sold only serves to devalue the discussion. “No conditions on hugs,” I say.
- When you already owe a concession. My little starling—hard as it is to believe—doesn’t spend every last moment having stellar behavior. What five-year old does? And when I observe the non-stellar behavior, it’s incumbent on me to communicate as much. “We don’t throw markers on the floor,” I might say, “and now we need to have a timeout.” “Ok, but only if you let me watch a movie,” she might respond. But wait—it’s me who deserves a concession in the form of time served out—not she who deserves a concession in the form of cinematic magic.
- When the same concession request has been denied a hundred times before. Typically, at the end of a school day, I ask my starling to tell me anything interesting or important that happened that day. “Ok, I’ll only tell you two things,” she might say. “No, I’d like you to tell me anything interesting or important,” I always say, after which about ten things spontaneously pop out. But my aspiring negotiator, not to be deterred, requests the same concession the very next day. Now, the best negotiators are certainly persistent in the face of adversity, and they certainly try again when their first attempt is denied. But after the hundredth denial, they also conclude that they need to focus their concession requests on a more negotiable issue.
In sum, my five-year old is a master negotiator in many senses of the word. But she has yet to learn one of the most important lessons, as have many people who rank themselves among the world’s best negotiators: there’s a time and place to request concessions, as well as a time and place to accede to other people’s wishes. Identifying and accepting the latter situations can make everyone’s life more negotiable.