You don’t have to learn the art of negotiation through expensive courses.
Just observe your kids. Like a mountain stream, they know how to bypass any obstacles and eventually achieve their goals.
Seven years ago, our son and daughter started persuading my wife and me to get a dog. Whenever they had a chance, they would bring up the topic. We were adamantly against it, suspecting that we would end up bearing the weight. In a couple of years, our son would want to study abroad. Our daughter was already occupied with school and extracurricular activities all day long.
Furthermore, each of us had already raised a dog in our youth and vividly remembered the tremendous amount of time and effort spent on walking, training, caring, and so on. Yet, the kids continued to plead with us: “Please, please!”
At some point, a magical transformation occurred. Instead of the usual dilemma, “Should we get a dog or not?” we started seeking answers to the questions, “Which breed is better?” and “What name should we choose for it?”.
That was the turning point. The strategic question of “Why?” was replaced by the tactical question of “How?” Instead of confrontation, parents and children united to achieve a common goal. We chose a puppy of the Australian Cattle Dog breed.
Years have passed. Our daughter studies a lot and dances. Our son got into a university abroad. Of course, only my wife and I take care of the dog’s training, health, and walks. Even though we had a hunch that it would be this way, we didn’t immediately accept this fact. But now Umma is our beloved dog, a daring, affectionate, and cheerful member of our family.
This story holds a valuable lesson. In negotiations, it makes sense to apply the same magic. Replace the dilemma of “Should we move forward or stay still?” with the choice of “Which path should we take?”
So when you’re making a proposal to a client or partner, try offering three options instead of just one. Instead of thinking about whether they should work with you or not, they will decide which method (1, 2, or 3) is best for them.
Yours sincerely,
-Alexander
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