Negotiations 101
Robert RobertT.T.Yokl Yokl
What’s the Right Temperament for Successful Negotiations? Robert T. Yokl, President, SVAH Solutions
If you remember the Kenny Roger’s song “The Gambler,” then I’m sure you will recall the lyrics, “Know when to hold them, know when to fold ’em, know when to walk away, and know when to run. You never count your money when you’re sittin’ at the table. There‘ll be time enough for countin’ when the dealin’s done.” This gambler’s philosophy is closely aligned with the right temperament for successful negotiations. You need to be cool, calm, collected, and unemotional to win. This is how Alison Wood Brooks, Associate Professor, Harvard Business School, describes how particular feelings influence what happens during deal making. Brooks has observed these eight best practices that can either enhance or doom your negotiations: 1. Bringing Anger to a Negotiation is Like Throwing a Bomb into the Process. It is rare that exhibiting anger in your negotiations will bring about the desired results. In fact, it will generally end poorly or create an impasse in your negotiations. Experienced negotiators look for ways to expand the pie through collaboration, brainstorming, and searching for alternative solutions rather than throw a bomb into the negotiation process.
Volume 1/Issue 1
Healthcare Purchased Services Magazine
25
