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Inspiration

Negotiation mastery

egotiation is a pivotal part of daily life, influ- Conversely, a circular table or side-by-side seating pro-
encing everything from business deals to per- motes partnership and collaboration. Choose the environ-
sonal decisions. Regardless of the scale—be ment that best aligns with your negotiation goals.
N it a major contract with a new processing
partner or an agreement with your child over household On a platform such as Zoom, your background can make a
chores—the outcome of negotiations impacts the long- huge difference. Consider what message you want to con-
term quality of your business and personal relationships. vey and choose colors and objects for the setting that serve
your purpose. For example, if you want to convey friendli-
Preparation is key ness, choose warm, inviting colors, not gray or stark white.
Success in negotiations begins well before the conversa- Reflection brings wisdom
tion starts. Preparation is crucial. Start by clearly defining
your needs and wants. Draft a list delineating your es- Post-negotiation, review the process. Celebrate the aspects
sentials, desirable extras, and expendable items. Consider that worked well and analyze areas for improvement. Re-
tabling parts of the agreement or implementing the agree- flect on whether the deal is mutually beneficial, and con-
ment in phases if it means a better overall deal. sider its potential for future expansion. The ideal conclu-
sion sees both parties satisfied, having secured their needs
Be cautious when it comes to bluffing. You might be tempt- and a fair share of their wants. Remember, effective nego-
ed to tell the other party you won't make concessions or tiations result in lasting relationships and a solid reputa-
that something is non-negotiable when, in fact, you are tion as a fair, adept negotiator—assets you can bank on.
willing to compromise. This could backfire. So only claim
non-negotiables you're truly committed to. This helps en-
sure you'll foster a long-term agreement that's beneficial
for all parties involved.
Setup matters

The setup of an in-person negotiation can subtly influence
the outcome. The arrangement of the room and the seating
can set the tone for the discussion. For instance, opposing Kate Gillespie, President and CEO
sides of a table might suggest a confrontational approach,
suitable when expressing strength is necessary.

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