Although each set of business negotiations is unique, there are a number of themes that are common to all kinds of negotiation. One of these is that negotiations are like a game.
For example, to engage in negotiations requires at least two players. There are set rules and ritual moves and maneuevers. At any one time, one side or another may be in the lead. And, like a game, people come away having won or lost even if they are ready to engage again the next time round. Here are 10 rules of negotiation based on a coaching handbook for squash.
Rule 1: Get Match Fit
Get fit for negotiations by practicing in everyday situations, from buying a car to ordering a meal.
Rule 2: Be the Server
In squash, the server has the advantage of deciding how the point is played. Seize the advantage in negotiations by always making the first moves.
Rule 3: Follow the Ball, not the Player
In negotiations, stick to the issues. Don’t get distracted by the personalities of the other side.
Rule 4: Move Quickly to the T
The T is the centre of the squash court. Whoever occupies it commands the play. In negotiations, the T is where you need to be when you set the agenda, command the pace, and determine each move.
Rule 5: Have a Range of Shots
The best squash players are those with the widest range of shots. Likewise, be a negotiator with the best arguments, gambits, and tactics.
Rule 6: Anticipate where the ball will go
Think ahead. When you make a proposal or respond to one, think ahead to where it takes you.
Rule 7: Stay in Crouch
The “crouch” position in squash is the ready position. The equivalent position in negotiations is the ìtoughî position. Being tough means focusing on your aims and the aims of your side.
Rule 8: Stay Alert
After a good shot, youíre at your most vulnerable. Donít listen to the crowdís cheers and bask in the glory. Stay alert.
Rule 9: Have a Reason for Every Shot
Like each shot in squash, think through every move you make in negotiations.
Rule 10: Don’t Relax until the Final Whistle
Remember, the game isn’t over until its over. The other side are often at their most deadly when they sense the end is near. Strengthen your resolve on every point whether itís the first or the last.
Follow these 10 points and you’ll always be able to control what happens in your business negotiations.
You’re also likely to win at squash too.
– Eric
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