AUGUST 2018
Negotiate Because a Bargain Won't Cut It
Throughout life, there are countless scenarios when good negotiation skills are useful. Maybe it’s time to renew a valued customer’s contract with your corporation. Perhaps you’d like to speak to the boss about that well-deserved raise. Or the cable company has hiked their fees, and you’ll be giving them a call to see if you have any recourse as someone on a fixed budget. It really doesn’t matter the career or position you’re in—simply put, there will be times that call for negotiation.

The very thought of negotiating a deal can produce anxiety for some of us. This is understandable. It often happens when negotiating is miscorrelated with bargaining . Bargaining, as I have come to learn, has a much different approach. Someone who bargains can come across as a wheeler-dealer—one who uses dishonest or unfair methods to get what they want. You shouldn’t see a potential business partner as a target or opponent to defeat.

Negotiation, on the other hand, should be a process of integrity—one where there is a principled attempt for shared satisfaction. The act of bargaining frequently turns into a confrontation to see who will blink first. And confrontations usually make for tense, awkward situations. Negotiation isn’t about being aggressive or intimidating. Remember, the person you’re attempting to work with isn’t your enemy. If that were the case, why would you willingly enter into a business relationship with them?

A primary step in negotiating is to do your homework. The more you understand the mechanics of a potential agreement, the more likely it will reach a conclusion that is favorable to everyone. Have a clear idea of what you can reasonably offer or accept while, insofar as possible, thoughtfully anticipating the same capacity on the other end. Entering a negotiation with irrational expectations will not only kill that particular deal, it may prevent any future business with that person or organization.

In addition to knowing the nuts and bolts of any potential agreement, effective negotiations require the best your personality has to offer. Negotiating should be, at its core, about people’s needs. And people enjoy having relationships they can believe in and trust. There is a way for multiple parties to conclude a negotiation as winners. It might not always be easy—and it may take some practice—but the goal in negotiating is to walk away with a mutually beneficial outcome. 
Mark Koulianos, Director
USF Office of Corporate Training and Professional Education


Mark Koulianos is the Director of the USF Office for Corporate Training and Professional Education and has spent 20+ years working in the corporate world. Read Mark's Full Bio