Full Text of Conducting Effective Negotiations by Joel Peterson at Stanford conference.
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Be a little bit more of a class than kind of a lecture presentation. I learned something about marketing. Because I was told that the title of this initially was, How to Negotiate When You Absolutely Have To Have The Deal. Well that is a great, I mean, that’s a title that you’d come for. I mean, everybody would have come to hear how do you negotiate when you have to have the deal? You know, everybody wants to know how to do that. They asked me, you know, well, what will you teach them, and I would say, don’t get in that position. Where you absolutely have to have the deal. So it would be a very short session. So I changed the session to the one that you signed up for, which is conducting effective negotiation. So a little more pedestrian title. A little less exciting, but I think we’ll go over some things here that may influence the way you think about negotiations.
So, who in here likes to negotiate? Raise of hands. So that’s maybe 20% of the class. Who just dreads negotiation? That’s even a smaller percent. So the rest of you are kind of indifferent. You’ll do it. You know, you’ll eat your broccoli, if you have to, but you’re not looking forward to it. Negotiation is the vegetables of your business life. You’ll do it. You know it’s good for you. You know you have to do it, but you don’t absolutely love it.
So, who and, let’s just take a second on, those of you who like it, why do you like it? What is it you like about it? Now the hands disappear. Yeah?
Audience: Well, compared to my engineering field, when I knew everything was right or wrong, black or white, in negotiations everything’s grey, and nobody can say I’m wrong.
Joel Peterson: So you feel better about yourself. You don’t get any bad, and you don’t get any –
Audience: I get credit, you know? Nobody can say they could have done it better.
Joel Peterson: Yeah, all right.
Audience: Yeah the reason I want to go negotiate is that typically I have heights to take him. When I negotiate I’m going to win. I’m going to get better on the other side.
Joel Peterson: So you are going to improve your situation. Okay, so you negotiate to improve whatever situation you are involved in.
Audience: Conflict situation is just rarely the case you can make a deal without some level of negotiation. So I look at it as just as a means to the end, and getting to the end is kind of the goal. On the flip side, doing win-win deals is really a lot of fun.
Joel Peterson: Okay. So you see it largely as eating your broccoli, but sometimes you do get to turn it into dessert. I keep thinking of the first George Bush who made the comment about how he hated eating broccoli. So I actually like broccoli too.