I think so. Granted, some negotiations are more important than others but all negotiations involve discussions between or among those who want to reach an agreement of some kind. Some negotiations are formal (e.g. a labor contract); others are informal (e.g. rescheduling a meeting). The eminent psychologist Carl Rogers once suggested that all negotiation issues be divided into three categories. First, identify those on which there is agreement and set them aside. Next, identify those on which concessions and compromises (e.g. trade-offs) can easily be determined. Resolve as many of those issues as possible, and then add them to issues in the third group that are unresolved, important, and probably complicated. The focus of discussion should be on them.
OK, but specifically how to do that? The most eminent authorities on formal negotiation (e.g. Dawson, Donaldson, Schell, Ury) suggest that those issues be prioritized in terms of most important, important, and less important. Set aside less important and concentrate on important. Resolving them will make it much easier to resolve the other issues.
As general guidelines, the experts on formal negotiation agree on these:
1. Know exactly what you want…and why. Have a ”drop dead” (i.e. walk-away) point pre-determined.
2. Recognize where your position is weakest and be prepared to defend it if and when attacked there. Also know where there vulnerabilities are in the opponent’s position.
3. When an opponent expresses a strong opinion, listen intently and without interruption. Then respond, “If I understand correctly you…” and repeat the opponent’s opinion, position, etc. It is imperative to reassure an opponent (or opponents) that you hear what is said and understand it. That does NOT mean that you agree with it.
4. Use silence strategically while maintaining eye contact. There are moments when the less said, the better, and that includes body language and tone of voice.
5. The most successful negotiations produce “Win-Win” agreements.
Also, in my opinion, every executive ought to obtain, read, keep near at hand, and frequently consult Robert Cialdini’s Influence: The Psychology of Persuasion. I know of no other single source that offers better advice on how to develop persuasion skills.
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