The word “negotiate” has acquired a mystique, implying that it is a discrete activity relating to business deals, the freeing of hostages, or settlements of disputes between nations. At the other extreme, the word conjures up images of haggling over a rug or a brass pot in a bazaar or flea market. But the reality is that we all, typically, negotiate in some shape or form every day of our lives. A brother and sister may negotiate for the front seat in the car on the way to school; colleagues at work negotiate over everything from how best to market a product to the timing of meetings.

Whenever you want something that requires the cooperation or agreement of another person, you are engaged in a negotiation. Too often, we are guided by our gut instincts and our experience of negotiation as children in the playground or as tourists in a street market. Too often, we look on negotiation as a competitive sport where the sole objective is to win – an attitude that is reinforced by advertisements we read for negotiation training that promise victory in gladiatorial contests with our opponents.
Such an approach may produce satisfying results some of the time, but defeated opponents may not want to deal with you in the future and you may have missed opportunities that a more cooperative approach could present. There are a few home truths that too many people ignore when they embark on a negotiation.

•    First, we should always put ourselves in the other person’s shoes and try to think about what he or she is looking to get out of the negotiation. This requires us to ask questions and find out as much as possible about our negotiation partner’s interests.

•    Secondly, we should examine more closely precisely what our own interests are and not limit ourselves to the most obvious headline objective. The more issues that can be brought into play that are potential areas for negotiation for both parties, the more opportunity there is for mutually beneficial trading.

•    A third point to remember is that obtaining our share of a “fixed-pie” is not always the limit of what we can achieve. It won’t always be possible but we should always look for opportunities to expand the pie and create value in a negotiation so that both parties have the opportunity to walk away from the table with a sense of satisfaction that they have achieved more from the negotiation than they would have by following a different course of action.

•    Above all, good negotiators have a heightened sense of self-awareness. They recognize the biases that we all possess and that too often trap us into making bad decisions as the negotiation progresses. Greater self-awareness can make us better persuaders and more sensitive to manipulative efforts to influence us employed by those with whom we are negotiating.

Tim Cullen is an Associate Fellow at the Saïd Business School at the University of Oxford, where he is Director of the Oxford Programme on Negotiation

Note:

Tim Cullen, Director of the Oxford Program on Negotiation, will be holding a two-day training session titled “Negotiation to the Top.” March 23rd thru the 24th at the UCF Downtown Executive Development Center (36 West Pine Street Orlando 32801).

For more information, contact: thughes@bus.ucf.edu

In the March issue of FirstMonday magazine the writing is on the chalkboard; scientists, technicians, engineers and mathematicians are all WANTED.  Each month, FirstMonday brings you the latest business and community news, industry trends and resourceful how-to business advice. Just what you need to keep you and your business out of the dark! For more information about FirstMonday or to have a copy delivered to your home or office, please contact: jaimieg@justknight.com

The writing is on the chalkboard. Wanted: scientists, technicians, engineers and mathematicians.

Jim Jardon was able to build a company virtually from scratch. In 1990, he founded JHT Inc., which began as a small business that developed training programs for the Department of Defense and affiliated agencies. Since that time, JHT steadily has expanded services and grown from its Orlando roots to reach 30 states. Read more

“We’re No. 1.” At least, that’s what local officials are saying following the results of two travel surveys.

Spring finds Orlando in seasonal transition — not quite tropical but with plenty of warm temperatures and sunny skies, especially as compared to the rest of the country.

Beautiful weather aside, a pair of recent industry professional studies suggests business and leisure travel to the destination is beginning to recover. Both the meeting planner and travel trade groups that were polled in separate surveys ranked Orlando as the top location to book travel to this year. Read more

Google Voice offers much promise. It’s just not quite ready for prime time.

You’ve probably already heard of Google Voice, but you might not be aware of what it is. Read more

TAKING ACTION

When it comes to improving and expanding the STEM talent pipelines, educators and industry leaders are conducting their own research and development.

Last fall, the Obama Administration announced plans to strengthen America’s economic competitiveness by improving education and interest in science, technology, engineering and math (STEM).

In a speech, President Obama stated: “Lifting American students from the middle to the top of the pack in STEM achievement over the next decade will not be attained by government alone. I applaud the substantial commitments made … by the leaders of companies, universities, foundations, nonprofits and organizations representing millions of scientists, engineers and teachers from across the country.”

The President could well have been talking directly to leaders in Central Florida. Read more

Suzanne Bonham

Founder

Urban Flats

As a young girl, Suzanne Bonham dreamed of a career that would fulfill her passion for food, fun and hospitality. A stint at the Walt Disney Co. from 1993 to 2002, when she traveled the globe teaching others the magic of a memorable guest experience, further whetted that appetite. In 2004, she founded Urban Flats as a “refined casual restaurant and wine bar, where the centuries-old flatbread is given a modern new twist.” Last month, Bonham, also the chief executive officer, opened her 12th location, in Jacksonville, with plans to open nine others in 2010. Read more

Beware of the seven most lethal tech sins in business.

While tough economic times linger, companies large and small are still investing in something that’s critical to their business: information technology. Whether it’s to protect data or plan for disaster recovery, streamline processes or better integrate systems, enhance remote access or mobile computing, company leaders are focusing on information technology to ensure that their operations and their people are ultraefficient today and in the future — no matter what the economic conditions. Read more

The financial case for solar in commercial real estate: being green can make you green.

You’ve likely heard the buzz around solar energy. There’s talk about “renewable energy,” the “green economy” and ways to reduce your “carbon footprint.”

This might all sound very good to you. Or, you might be the skeptical type who cares only about the “green” in dollar bills. Regardless, given the slowdown in commercial real estate, being green can also mean making green. That’s because commercial property owners will find that solar systems provide an opportunity for both clean energy and increased profits. Read more

Tampa Bay and Central Florida could emerge as a single economic region — and Florida’s dominant economic driver.

In the past, the area stretching from Tampa Bay through Orlando and Central Florida has been called such interesting names as Orlampa or Tamplando. Yet, regardless of the moniker, the potential for economic firepower across the entire area is just beginning to be addressed. Read more

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