The real benefit of negotiating

Most people assume that the benefits of negotiating = the concessions you extract. You benefit by the exact amount of the discount, raise, or additional dinner eaten by your kid.

One of the biggest benefits of negotiating, though, has nothing to do with concessions. You often benefit the most not from the concessions you extract but from the information you unexpectedly glean.

Based on experience and research alike, let me assure you that acting on this underappreciated benefit of negotiating rather than immediately accepting an unattractive fate can make life negotiable. Accordingly, let’s consider some of the most common and beneficial facts you’re likely to unexpectedly learn in a negotiation:

  1. Upcoming sale: While pushing for a better price, a vendor may well reveal that you can obtain it by simply holding your horses—for a month, or perhaps until Black Friday. That’s interesting, because the sale was already planned and generally available, so it doesn’t reflect a concession. Still, simply learning while negotiating surely benefits you personally.
  2. Untapped discount: Alternatively, you may well learn from a retailer—especially a small or local retailer—that they will charge you less if you pay by cash or check. Interesting, because the retailer didn’t make a concession—they simply informed you of a preexisting policy that, for whatever reason, had previously eluded your attention.
  3. Unwanted features: In the process of trying to negotiate down a peskily high-price, you may well learn that part of its peskiness is attributable to a fancy feature you never wanted and still don’t. A meaningless warranty, frivolous upgrade, unwanted add-on. Take that feature out of the mix and you suddenly have a manageable price. Again, no real concession on their part, especially if it was included not because of profit margins but because of faulty assumptions about your desires. But by stripping out whatever you don’t want, you just got the price you did.
  4. Unexpected sensitivity: Or, consider negotiations in your own organization. In the process of pushing for a particular objective—an exception, strategy, important procedural change—you may well learn of an odd, idiosyncratic sensitivity likely to stymie your objectives. Maybe some executive really objects to proposals that make an arch nemesis look good. Or maybe some other executive really objects to proposals he or she hasn’t reviewed first—even though he or she has never had any comment. You haven’t obtained any concessions from anyone. But in the process of negotiating, you’ve learned an odd idiosyncratic fact that would’ve otherwise sunk you.
  5. Underlying motive: Particularly but far from exclusively with kids, you may discover a hidden underlying motive. Perhaps the kid isn’t eating her lunch for reasons entirely unrelated to your hot buttons. Perhaps she’s just afraid of her upcoming flu shot. Now that you understand as much, can you perhaps nudge her toward nourishment by reminding her of the sticker and sucker awaiting her after the shot? No guarantees, but the point is that you haven’t extracted any concessions. You’ve simply addressed the real problem.

So when pondering whether to negotiate, don’t just ponder the likelihood of concessions. Ponder the likelihood of learning something new. Or, since you don’t know what you don’t know, perhaps ponder my assurance that there’s usually something you don’t—and should.

Making negotiations fun: Five lessons from the outliers who actually like them

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:

  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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.

Negotiating by reminding: “We’re playing for the same team!”

Two people who work for the same organization should theoretically have the same goals. Some even define an organization that way—as a set of interdependent people working toward a set of common objectives. So when two people from the same organization meet in the same negotiation—a discussion about how to allocate resources, carve up a project, tackle a difficult problem—they might have differing information or perspectives, but they shouldn’t have differing ends.

Sadly, many people who work in organizations quickly realize that at least some of their colleagues—how shall I put this delicately—sure seem to. At least the occasional organizational colleague appears to bring dramatically different objectives to the same intra-organizational negotiation.

That being the case, it’s important to consider our response carefully. In particular, should we meet such colleagues with the same competitive response we’d deliver to a difficult outsider? Or does our common organizational membership call for a different approach? My experience teaching negotiators and observing such negotiations, coupled with insights from negotiation research, argue for the latter. In particular, I’ve observed that spending less time “negotiating” with difficult insiders and more time convincing or reminding them that you’re playing for the same team can make life negotiable.

Want to see so for yourself? Consider tabling your “negotiation” tactics and responding to a difficult insider by:

  1. Reminding them of the common goal: Sometimes people in organizations simply forget they’re working for the same organization. They get so hung up on their departmental or personal objectives that they forget the common source of their paychecks. If you encounter such a person, you might simply remind them that all of us here at Acme Corp., at some level, want to deliver the best widget. No guarantees this small step will move their needle—for many, it won’t—but occasionally a small nudge is all that’s needed to help people see and shed their more parochial objectives.
  2. Invoking a common enemy: If you can’t identify a common objective, you might at least happen upon a common “enemy.” Research suggests that even when people can’t rally around a common cause, they can sometimes rally around a common dislike, e.g., for a competitor their company consistently wants to best in the marketplace. This approach, while significantly less tasteful than the first, is probably better than not getting back on the same team at all.
  3. Identifying isolated points of agreement: If you can’t find a common goal or even a common enemy, well, your task is considerably harder. Still, you might be able to find an isolated point of agreement on a small issue, or at least on the process. Sure, you can’t understand why they’re focusing on the quarterly vs. the long-term implications of their budgetary recommendations, but can you perhaps identify a small budget-worthy project with both short- and long-term potential? Or at least agree that the budgeting process should be more data-driven and transparent? If Kennedy and Khrushchev could agree they didn’t want nuclear war—if Trump and Kim Jong-un could agree they wanted a photo op—I’ll bet you can. If so, and even if the agreement has little to do with the negotiation at hand, you might at least establish enough team spirit to tackle the negotiation later.

So here’s the point: The next time you negotiate with an organizational colleague with a vastly different objective, consider tabling the tendency to strong-arm them into submission. Instead, spend more time—even most of your time—reminding or convincing them that you play for the same team. Do that, and you’ll probably come up with a solution that will make the coach substantially prouder.

Five negotiations in one short trip

I recently took a business trip up the east coast, and it amazed me how many negotiations I faced in a short day of transit. Since it never hurts (and often makes life negotiable) to remember how many daily situations qualify as negotiations, let me recount the five negotiations I faced in one short trip:

  1. Large cups: At my home airport, early in the morning and desperate for a cup of coffee, I ordered and paid for the largest cup possible. Only then, after collecting my money, did the employee notice they ran out of large cups. And believe it or not, she was prepared to offer me a small coffee for the large price! Despite my fatigue, you can bet I wasn’t willing to accept that. The interesting thing was what to do about it: Should I ask for the difference back in change (thereby getting less coffee and a whole lot of heavy change), or should I ask for a bottomless small cup? I did the latter and therefore got about two or three larges for the price of one.
  2. Shared space: My good luck continued through boarding, when I discovered that the flight wasn’t busy at all, meaning an empty middle seat. The fickle hand of fate struck back after buckling into the aisle seat, though, as I discovered that the passenger in the window seat was intent on claiming the middle seat and all its under-seat storage as her own. But then my luck swung back, as she got an important phone call that allowed me to covertly reclaim my own 50%.
  3. Seatbelt sign: Let me see if I can put this delicately: As a result of the 2-3 coffees in negotiation #1, I found myself with a visceral need shortly after takeoff. Unfortunately, I also found myself with one of those pilots who forgets to turn the seatbelt sign off. After about 25 minutes of blue skies and the notable lack of turbulence, I politely asked the flight attendant if I could use the bathroom anyway. “At your own risk,” she said. And believe me, I was ready to risk it.
  4. Engine trouble: The airport at which I landed was about 90 minutes from my destination, necessitating a car service through a rather isolated set of mountains. Unfortunately, halfway through said mountains, a loud clanking sound emerged from the engine. The driver dutifully got out, checked the engine, and somehow determined that he could keep driving up the mountain despite the clanking by reducing his speed to 30 mph. “I’m glad I’m going to get there (maybe),” I thought, “but now I’ll get there late (if at all).” So, I had to take the opportunity to ask my host for a schedule adjustment, which he generously granted.
  5. Wet weather: Ok, this negotiation wasn’t my own. But since it impacted me directly, I think it’s fair to include it: Several of us were visiting to give concurrent research presentations, but none had thought to check the Weather Channel before packing. Turns out we should have, as Mother Nature decided to drop a deluge. Luckily, one of my colleagues asked the hotel for an umbrella, then asked for an even larger one capable of shielding about four of us on the way to dinner.

These simple examples qualify as negotiations because, in all cases, I would’ve been patently displeased if I (or my colleague in the case of the umbrella) had failed to request someone else’s cooperation. The point is not to say that you should march around asking for everything in the world you want, nor would I expect every trip you take to necessitate quite so many negotiations. Still, let these stories offer a reminder that opportunities to negotiate are all around us—and seizing them is often the only way to avoid patent displeasure.

The five real meanings of “I can’t do that”

It’s your negotiation counterpart’s favorite phrase: “I can’t do that.” And it’s a discouraging phrase that most of us take at face-value, deeming our dreams as good as dashed. And sometimes we should, as it signifies the actual impossibility of our request.

But many times, we shouldn’t. Because, many times, it means something subtly but critically different. And here’s where we usually go wrong: We don’t recognize the many subtle meanings of the very same phrase, thereby rendering life less negotiable. So, the next time your negotiation counterpart says, “I can’t do that,” know that they might mean:

  1. I don’t want to do that. “Can’t” implies utter impossibility, total infeasibility, absolutely no way that could happen. Unfortunately, many of our negotiation counterparts actually mean “don’t.” As in, they don’t really feel like it. Since not really feeling like it is far less final than not being able, you’ve just discovered a golden opportunity to pry back the reasons for their reluctance. Are they concerned about the work required, precedents broken, approvals needed? Whatever it is, it’s possible you can address it (once you understand it).
  2. I can do that but don’t want you to know. It’s a sad fact of negotiation, and life more broadly. Sometimes people lie, or at least bluff. So saying they can’t is an exercise in flexible ethics meant to crush your dreams before they ever take flight. Luckily, a simple “Why?” is often enough to catch the underprepared bluffer red-handed and unable to answer convincingly.
  3. I won’t do that unless you do this. Sometimes, “I can’t” is less a lie than a gambit—an attempt to get something out of you before they comply. Luckily, a “What if I did X?” on your end can often turn the most non-negotiable issues negotiable.
  4. I can’t do that, but I can do this. Relatedly, negotiators sometimes say they can’t because they really can’t grant your super-specific request. But that particular can’t says nothing about their willingness to grant other, as-yet unmade requests. To see so for yourself, try an experiment the next time a wily HR negotiator tells you they “can’t” negotiate salary: Say ok, but ask whether they would give you something else you value for the given salary. Often, they will, which means they actually can negotiate salary—and have, by accepting your proposed tradeoff.
  5. I haven’t really thought about it. Sadly, some of our negotiation counterparts aren’t as astute or motivated as we are. We surface an idea, and it doesn’t sound much like the clunking of their mental machinery, so they reject us without really thinking it over. Here, your job as negotiator becomes to educate—to show them just how simple it would be for them to comply. Shown a simple way to say yes, many will, if only to be rid of you.

 The point is embarrassingly simple: “I can’t do that” is a popular phrase that you shouldn’t automatically accept at face-value. Maybe they really can’t—and so be it. But if it’s just that they “can’t,” then chances are you can find a way to eliminate the ‘t.

Negotiating the revision of academic articles

Anyone who writes research articles knows that responding to a revise and resubmit (R&R) decision is a negotiation between authors and reviewers. But it occurred to me recently, while working through a revision myself, that this is but when one of the many negotiations wrapped up in the revision process. Since an awareness of the other negotiations between and among the parties to a revision can make publishing negotiable, let’s consider five such negotiations:

  1. Editors with reviewers: Both action editors and reviewers generally read your paper. Since all are humans with unique perspectives, sometimes they disagree. When that happens, editors face an implicit negotiation with reviewers, born of the need to convey their own opinions to the authors without alienating the reviewers or minimizing their perspectives. Editors often resolve this negotiation through coded language, e.g., by suggesting that the authors focus on certain issues or by offering their own interpretation of a reviewer’s comment. Experienced authors learn to interpret their subtle signals.
  2. Authors among themselves: On the receiving end of a whole lot of requested revisions, the best-intentioned and most knowledgeable authors may still reach very different conclusions about the appropriate response. One author may see the need to follow the reviews to a T, collecting a boatload of data just to be sure, while others may wish to respond (more quickly) by arguing against the need for it. Thus, the authors face a negotiation amongst themselves—a negotiation that experienced authors expect and respect through its satisfactory conclusion.
  3. Authors with funders: To the extent that R&Rs request new data, they have a tendency to require more money. Thus, they also have a tendency to necessitate a negotiation between authors and funders—particularly their departments and external funding agencies. Experienced authors anticipate that and don’t hesitate to ask for more when they have to.
  4. Authors with theory and data: Whatever an R&R asks the authors to do, they cannot ethically disregard relevant theory or their own data. Sure, they can (and often should) challenge existing theory to make a contribution. Sure, they can (and often should) explore the review team’s hunches if their current or future data allow it (without pretending they hypothesized as much). But they cannot (and should not) disregard what is known or was predicted just to get published. Experienced authors know when to negotiate with theory or data and when to draw the line. Luckily, good editors respect and understand that.
  5. Editors with journals and managing editors: Least appreciated, perhaps, are the negotiations that action editors undertake with managing editors and editors-in-chief. Action editors with great articles that run long, challenge received wisdom, or miss the critical deadline, for example, may need to negotiate within the journal’s hierarchy for an exception. Experienced authors know that and try to minimize the amount of internal negotiating required to publish their article—or at least to give the action editor a strong case.

So revising an article is certainly a negotiation between authors and reviewers, as any reader of this or my previous post on this topic knows. But it’s a lot more negotiating than that, and experienced authors understand the complex web of negotiations involved in publishing their work. To the extent you wish to publish journal articles too, here’s hoping this post helps you wend your way through the web.

The five silent strategies of highly successful negotiators

When most of us think of negotiating, we think of talking. So most of us might be surprised to learn that five critical negotiating tactics do not involve talking at all—they involve complete silence. Since understanding the five silent strategies of highly successful negotiators can make life negotiable, let’s consider what they are:

  1. Preparing: One of the most important negotiation strategies involves the silent use of a pen. Few tactics predict negotiation success better than the adequacy of a negotiator’s preparation—particularly the extent to which they quietly document and internalize the elements of the BRAIN acronym.
  2. Waiting: The worst negotiators get antsy when their counterpart or an organizational decision-making process hasn’t yet produced a reply to their proposal. So they all-too-eagerly follow up with the other side or, worse yet, make an immediate and unprompted concession. The best negotiators don’t do that: They silently and patiently await a reply, thereby signaling how little they need one.
  3. Listening: It might not surprise you to learn that the best negotiators listen, silently closing their one mouth to open their two ears. Or that doing so holds multiple benefits like letting the other side vent, share their interests, or offer tacit ideas on how to meet them. Unfortunately, it surprises most negotiators themselves, who spend the majority of their time with their one mouth open and two ears closed.
  4. Walking: Sure, this strategy doesn’t involve complete silence. The other side might hear your feet receding or the door latching. But the quasi-silent strategy of leaving the table is crucial, as it offers several invaluable opportunities: particularly the opportunity to check with someone else, compare a potential deal against your best alternative, or execute your best alternative if it’s better.
  5. Holding back: The best negotiators have a far richer inner monologue than their spoken words reveal. They mentally ponder whether a particular deal is better than their bottom-line, whether to share a sensitive piece of information, or whether their counterpart has a screw or two loose. But they silently suppress such thoughts, lest their negotiations go seriously off-track.

Sure, these silent strategies comport little with our image of the mythical negotiator. Still, I can tell you that negotiation research and the repeated observations of a humble negotiation professor fully support their effectiveness. So here’s to you, the silent but highly-successful negotiators among us.