Ask a person their favorite activities, and they’re not likely to say “negotiation.” Most of us dislike negotiation, and some utterly despise it.
But does it really have to be that way? Isn’t it at least conceivable to enjoy negotiation?
In my role as negotiation professor, I’ve had the pleasure of observing at least a few students who seem to genuinely enjoy negotiating, in the classroom and beyond. In hopes of helping the rest of us make our negotiation-filled lives more fun and negotiable at the same time, let me recount a few of their common characteristics.
People who enjoy negotiation tend to:
- Understand the worst they can do is the same. Many of us dread negotiation because we fear a phantom calamitous outcome. We imagine ourselves getting a salary reduction or a higher price on the car. People who enjoy negotiation know that’s not likely to happen. In the face of a respectful and reasonable request for something that genuinely matters, some counterparts will say no but few will retract their offers. And assuming your request is in fact respectful and reasonable, few will fault you for trying—some may even respect you that much more. People who enjoy negotiation know that the worst possible downside is often the status quo.
- Understand the other side needs them too. Many of us dread negotiation because we assume we’re the only one who needs something. But if we’re in a negotiation rather than a command-and-control relationship, we’re not! The car dealer needs our purchase and trade-in. The employer doesn’t want to interview additional candidates after choosing you. Even the cable company needs our business, sort of. Those who enjoy negotiation know that dependence runs both ways.
- Treat the negotiation more like a puzzle than a problem. Many of us dread negotiation because we hate dealing with interpersonal problems, and negotiations seem like yet more of those. People who enjoy negotiations don’t see them that way at all. They see negotiations as puzzles to be solved by two smart and motivated people. Sure, they recognize that those two people may not be entirely aligned, but they don’t confuse partial misalignment with total opposition.
- Think beyond money. Many people hate negotiation because they fixate on money—and specifically on the risk of losing it, e.g., by paying too much for that car. As suggested in my book, The Bartering Mindset, those who enjoy negotiation know that money is typically one of several issues to be negotiated—and often the least negotiable. So they don’t shy away from the ever-important monetary issues, but they also don’t hesitate to consider the many non-monetary issues that are often substantially more malleable. With the car dealer, for example, they’re talking not just about price, but financing, floor mats, servicing, the value of their trade in, etc., etc., etc.
- Don’t knock themselves for trying. Many of us hate negotiation because we’re mortified at the prospect of failure. We can’t stomach the prospect of asking for something, getting denied, and walking sheepishly out the door. The best negotiators know they won’t always succeed—and they don’t expect to. If they try their best to no avail, they learn from whatever might have happened and congratulate themselves for trying, knowing they won’t have to wake up at 4 am questioning the salary they “could have had” if they’d asked. And sometimes they even high-five themselves vigorously for the failure, knowing as they do that “no” was actually the right answer in light of the better deal they just got elsewhere.
So consistent are these assumptions that I can usually identify the people who verbalize them as the outliers who enjoy negotiation. Here’s hoping the rest of us can learn a few lessons from the outliers that make negotiations—if not fun—at least negotiable.