Negotiating the Curve (part 2)

In my blog Negotiating the Curve I talked about three basic techniques for framing a negotiation:

contrast
risk
time

But what actually makes a good negotiator? Let’s ask the one of the world’s best negotiators what he thinks. Herb Cohen says:

“A QUICK MIND COMBINED WITH THE PATIENCE AND ENDURANCE OF JOB.
THE DETERMINATION OF A SALMON SWIMMING UPSTREAM TO SPAWN, ALONG WITH THE AGILITY AND FLEXIBITY OF AN ACROBAT.
THE INTEGRITY OF A SUPREME COURT JUSTICE BLENDED WITH THE IMPERTURBABILITY OF BUDDHA.
WHILE SAYING “I DUNNO KNOW…I DON’T UNDERSTAND…COULD YOU HELP ME”, HIS OR HER BRAIN IS ACTUALLY A REPOSITORY OF THE ACCUMULATED WISDOM OF THE AGES.
KNOWING HOW TO USE HYPERBOLE AND EXAGGERATION WITHOUT EVER BEING THOUGHT OF AS A LIAR.
THOUGH INSPIRING TRUST AND RADIATING CHARM, HE OR SHE CANNOT TRUST OTHERS OR SUCCUMB TO THEIR CHARM….”

So how do you (or I) fair against Herb’s scorecard? I’ll keep it simple… give yourself Zero if you are not 100% confident with the label and One point if you are.

Quick Mind	?
Patience of Job	?
Determination of a salmon swimming upstream	?
Agility of an Acrobat	?
Integrity of a Supreme Court Judge	?
Imperturbability	?
Intellect contains wisdom of the ages	?
Ability to use hyperbole but always be thought truthful	?
Inspire Trust	?
Radiate Charm while never succumbing to another’s	?

Your Total Score?

It really doesn’t matter. What does matter is how you prepare for and execute in each of these areas when you are not necessarily born with these gifts.

Quick Mind	We all have this. Just practice using it if necessary. (no kidding… run a practice session)
Patience of Job	Never allow your response to be time boxed in the negotiation. Take your time to consider responses carefully.
Determination of a salmon swimming upstream	Be prepared for long negotiation. Expect and plan for an extended event.
Agility of an Acrobat	Understand going in the areas of flexibility and be prepared to be flexible on these points.
Integrity of a Supreme Court Judge	You might be tempted to jam the proverbial wooly toque over your client’s eyes while you put something by, but don’t ever do it. Even if it is easy. It will eventually be discovered and everyone hates being had.
Imperturbability	Don’t lose your cool. Take a break, park the item being negotiated if it gets hot. Come back to it after a success on another point.
Intellect contains wisdom of the ages	Research, research, research. Know what your client needs and what they want and know the difference between the two before you ever start.
Ability to use hyperbole but always be thought truthful	Be truthful in everything and you will be thought truthful. When you need a magic wand, introduce it as such, not as a real solution. ”if you had magic wand, I would like to see the following happen….”
Inspire Trust	Trust is earned not given. Trust is earned by showing integrity in the process and that you are trustworthy.You inspire trust when there sufficient deposits made in the bank, to believe the next one is also secure. Build trust by showing each transaction, no matter how small is safe.
Radiate Charm while never succumbing to another’s	It is a simple fact that people like to do business with people they like. Take time to build rapport. You can be friendly without being transparent.