The One Minute Negotiator

1. Recognize and Overcome Negotiaphobia

"Negotiaphobia" is the name I have given to this disease of attitude and skill deficiency.

Negotiaphobia defined. Negotiaphobia is the fear and avoidance of negotiation, often resulting in settling for suboptimal outcomes. This common affliction affects both personal and professional lives, limiting success and value creation.

Symptoms and consequences. Signs of negotiaphobia include:

• Avoiding confrontation
• Settling for the status quo
• Longing for "easier" times
• Rushing to agreement without proper consideration

By recognizing and addressing negotiaphobia, individuals can unlock their potential for better outcomes in various aspects of life.

2. Understand the Four Negotiation Strategies

Competition is about fighting to get a larger slice of the pie, while collaboration focuses on growing the size of the pie.

The Negotiation Matrix. Dr. Pat introduces a 2x2 matrix with four distinct negotiation strategies:

1. Avoidance (Reactive, Low Cooperation)
2. Accommodation (Reactive, High Cooperation)
3. Competition (Proactive, Low Cooperation)
4. Collaboration (Proactive, High Cooperation)

Strategy characteristics.

• Avoidance: Putting off negotiations, hoping issues resolve themselves
• Accommodation: Giving in to the other party's demands
• Competition: Focusing on winning at the expense of the other party
• Collaboration: Working together to create mutually beneficial solutions

Understanding these strategies allows negotiators to recognize and adapt their approach based on the situation and the other party's tendencies.

3. Engage: The First Step in Effective Negotiation

A negotiation is the ongoing process through which two or more parties, whose positions are not necessarily consistent, work in an effort to reach an agreement.

Recognize negotiation opportunities. The first step in overcoming negotiaphobia is to engage by recognizing when you're in a negotiation situation. This awareness allows you to approach interactions more strategically.

Review viable strategies. Once you've identified a negotiation opportunity, quickly review the four strategies (avoidance, accommodation, competition, and collaboration) to determine which might be most appropriate for the situation at hand.

Avoid premature compromise. Dr. Pat cautions against using compromise as an initial strategy, as it often leads to suboptimal outcomes. Instead, compromise should be used sparingly and only after other strategies have been explored.

4. Assess Your Negotiation Tendencies and Others'

Most people are extremely predictable when it comes to how they negotiate, and even those who aren't rarely have a good enough poker face to effectively hide the strategy they are using for very long.

Self-assessment. Understanding your own negotiation tendencies is crucial for improvement. Dr. Pat provides a 20-question self-assessment tool to help identify your preferred strategies and areas for growth.

Assessing others. To effectively negotiate, you must also assess the other party's likely approach. Consider:

• Past behavior in negotiations
• Behavioral style (Analytical, Driver, Expressive, or Amiable)
• Organizational culture and negotiation history

By accurately assessing both yourself and others, you can adapt your approach to increase the likelihood of successful outcomes.

5. Strategize: Choose the Right Approach for Each Situation

As you will come to see, it takes a bit more planning to negotiate this way, but I can usually readily switch to a competitive strategy if I start out carefully using collaboration.

Situational analysis. When strategizing, consider:

• The significance of the negotiation
• Power dynamics and leverage
• Potential for long-term relationship
• Available alternatives

Strategy selection guidelines:

• Avoidance: Use for truly minor issues or when better alternatives exist
• Accommodation: Appropriate when in a significantly weaker position with no other options
• Competition: Suitable for one-time deals or when collaboration is not feasible
• Collaboration: Best for significant opportunities with capable and willing partners

Flexibility is key. Be prepared to adjust your strategy as the negotiation unfolds, always aiming for the most favorable outcome possible.

6. Master the One Minute Drill for Negotiation Success

Your One Minute Drill is a process you engage in each time you face a negotiation situation. You will simply take a minute to review the three steps that comprise the negotiaphobia treatment process.

The One Minute Drill. This quick mental exercise helps prepare for any negotiation:

1. Engage: Is this a negotiation? What are the viable strategies?
2. Assess: What are my tendencies and the other party's likely approach?
3. Strategize: What's the optimal strategy for this situation?

Practice makes perfect. With regular use, the One Minute Drill becomes second nature, allowing for rapid and effective negotiation preparation in any situation.

Continuous improvement. Regularly review and refine your negotiation skills by applying the One Minute Drill and reflecting on your successes and areas for improvement.

7. Apply Negotiation Skills in Both Personal and Professional Life

I have to tell you that while the primary focus of the workshops I do is on business applications, the personal applications are the ones I get the greatest satisfaction from.

Personal applications. Effective negotiation skills can improve:

• Family relationships
• Healthcare decisions
• Major purchases
• Conflict resolution

Professional benefits. In the business world, strong negotiation skills lead to:

• Better deals and contracts
• Improved client relationships
• Internal collaboration and resource allocation
• Career advancement

By applying the EASY (Engage, Assess, Strategize, Your One Minute Drill) process to both personal and professional situations, individuals can overcome negotiaphobia and achieve more favorable outcomes across all aspects of life.

Last updated: October 24, 2024