Lose a battle to win the War

davis-barnierLeadership tip of the week

adapted from from Harvard Business Review

Lose a Battle to win the War

You Don’t Always Have to “Win” a Negotiation to Get What You Want

The Brexit Negotiations led by our ” Brexit Bulldog”  will go on right up to the last minute of 11am March 29th 2019. and there is much to learn from the most important negotiation in our recent history.

Negotiators generally believe that acting dominantly will give them an edge at the negotiating table, but research has found that acting deferentially has its advantages too.

In negotiations with many moving parts, the best outcomes result from one person behaving deferentially and the other behaving dominantly.

When both parties are focused on “winning” the issue through dominance, they’re more likely to reach an impasse. But when one side is deferential, the dynamic becomes more comfortable and the negotiators are better able to parse complex issues.

Being deferential doesn’t mean becoming submissive or sacrificing your goals, though – it means using a subtle, respectful conversational approach to get what you need. And both sides being deferential doesn’t help either.

So if your negotiating partner is taking an aggressive stance, try adopting a deferential style – or vice versa. You may find that doing so helps both sides achieve higher-quality deals.

Adapted from “When You Shouldn’t Try to Dominate a Negotiation,” by Scott Wiltermuth.

Author: Andrew Mann

Managing Partner at NorthBailey. Having had senior marketing & insight roles at Tesco, Sainsbury's, Asda, Coop and M&S, I'm now using my experience & network to solve strategic marketing problems for NorthBailey clients

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