#20 – A Bigger Pie

What makes a successful negotiation?

A little while ago I got to improve my negotiation skills with CMA Consulting in one of their workshops. I can’t overstate how much I learnt.

Most of my negotiating skills were picked up in two places:

1. Haggling in an Israeli souq in my gap year; and

2. Arguing over family law orders at work.

One of my colleagues told me that a good outcome from a negotiation is one which leaves both parties a little bit unhappy. I gave up a little more than I wanted to buy that ‘genuine’ Gucci handbag, you get a little less than you wanted for selling it. Compromise.

There’s an old story about two kids trying to split a lemon. They go to their dad to ask what to do, the dad with the wisdom of Solomon cuts it in half and gives a half to each kid.

The first kid juices his half to make lemonade. He gets half a glass worth.

The second kid zests her half to make a cake. She can only make a cupcake’s worth.

Neither of them are happy and more importantly, neither got their full sugar hit. That makes for some pretty annoyed kids (my other negotiations usually involve getting my nieces to eat their food before dessert).

By exploring just a little deeper, we can create a better solution where neither kid is unhappy. With the same lemon, we get twice the result.

If we understand each other’s interests instead of engaging in a titt-for-tatt battle, we can increase the proverbial pie and each kid gets a bigger slice.

Or, when life gives you lemons, make a bigger lemon tart out of it.

Next week: Clarko’s Conundrum