Many of our most important negotiations happen at work. We negotiate job offers, reconcile competing strategies, allocate limited funds. So it would really behoove us to understand the drivers of our success in such situations—the factors that will determine whether we walk away happy or sad.
If I asked you to name just one such factor, what would you say?
Chances are, you’d name a negotiation strategy. Aggressively insist on your demands! Persuasively plead your case! Creatively seek a solution! Or some other behavior to display in the negotiation itself.
While none of these answers is inherently wrong, I’d suggest that your success in a critical organizational negotiation is often determined long before the negotiation itself—in the many less-critical negotiations and non-negotiation situations that crystallize your reputation. Critical negotiations become substantially more negotiable, in other words, when you’ve developed the right reputation beforehand.
It’s easier to see what the right reputation is if you first consider the opposite—the type of reputation you really don’t want to bring into a critical organizational negotiation. At that point, you really don’t want to be known as the:
- Constant negotiator: We all know someone who negotiates every flipping, last thing. Why do I only get 10 pencils? I need at least 12! Do we really have to go Applebee’s? I’m really hankering for the Olive Garden. Constant negotiator is not the type of reputation you want to carry into your critical organizational negotiations, as everyone will think this important negotiations is just another in your never-ending string of demands.
- Selfish negotiator: We all know someone who, though they don’t necessarily negotiate everything, they approach every negotiation (and non-negotiation) with exactly one objective: themself. Would it cost three jobs to guarantee my 12-pencil minimum at all times? No matter, as long as I get my pencils. You obviously don’t want to develop this reputation either, as everyone will come into the critical negotiation ready for battle.
- Pushover negotiator: Conversely, kind of, we all know someone who never ever sticks up for themself. Want to reduce my pencil allocation by two pencils a month, ultimately leaving me with pens alone? No matter, I’ll just buy some pencils myself. Not a good idea to develop this reputation either, as everyone will approach the critical negotiation with the demeanor of Jaws in the presence of a bleeding beluga.
- Reactive negotiator: We all know someone who, despite the “manager” in their title, sits around and lets the world conquer them. They seem utterly incapable of steering the course of events, and they often respond bitterly when the world steers them. Oftentimes, they just fade into the background. Not a good idea to develop this reputation either, as someone else in the critical negotiation will steer the negotiation in their own direction before you have the chance to, well, react.
- Incoherent negotiator: We all know someone who can never seem to collect their thoughts. Their statements are jumbled, and their requests tend toward the internally inconsistent. Thought 1: We should all get more pencils! Thought 2: Management should really cut costs! Developing such a reputation may well keep the other party on their toes. But you’re unlikely to get what you want from a critical organizational negotiation, for the simple reason that neither you nor they has a clue what that is.
So if you shouldn’t cultivate any of these reputations before a critical negotiation, what type of reputation should you to develop? A reputation as someone who confidently negotiates when they have to, but only when they have to. And when they do, as someone who confidently or even insistently sticks up for their true needs but also gives in on their non-needs, particularly when the other side truly needs the opposite. And someone who doesn’t react to negotiations as they happen but leads the way, typically by initiating and coherently guiding the discussion.
Do all of that in the small situations before your critical organizational negotiation and, dollars to donuts, you’ll walk away with the critical outcome.