A friend’s mother once told me, “Life is like a box of chocolates, you never know what you’re going to run into.” Well, she wasn’t entirely wrong, unless she’d considered negotiating a complex B2B contract with a large, powerful, rigid and somewhat threadbare company. In this case, you know exactly what you’re in for: a series of chocolates filled with the sea… and bitterness!
But before you let despair overwhelm you (or consider throwing in the towel and running for the nearest exit), remember the wise words of Sun Tzu: “In chaos, there is opportunity.” This great strategist may never have had to negotiate a software license agreement, but his principles of war always have a place at the negotiating table.
First principle: Knowledge
Sun Tzu said, “If you know the enemy and yourself, you won’t have to fear the outcome of a hundred battles.” But don’t take it literally: we’re not here to start a war, but to negotiate. This phrase should instead be translated as “If you know your co-contractor and yourself, you won’t have to fear the outcome of a hundred rounds of negotiation.”
Some scoff at due diligence as a bureaucratic exercise. But the laughter comes to a screeching halt when the company in front of you unwraps a hidden penalty clause that could cost you half your annual budget. Do your homework, my friends. There are no shortcuts.
Second principle: Flexibility
Machiavelli wrote: “Whoever persists in walking in a single path will end up walking in a void.” If you think your interviewer’s rigor is a handicap, think again. Rather, it’s an opportunity to demonstrate your ability to tango, to dance around problems, and to weave your way through constraints.
And if you think having a plan B is enough, think again. You’ll probably need a Plan C, D, E and, if you’re really unlucky, a Plan Z.
Third principle: Patience
The art of negotiation also means resisting the temptation to be the first to sign on the dotted line. This is where the trickster hopes to ensnare you. Remember what the story of the Odyssey taught us: resist the sirens’ song, stay tied to the ship’s mast and don’t let anyone untie you until the song is over.
Take your time. Let your opponent play his tricks. He’ll show his cards sooner or later. And if you’re feeling rushed, remember the words of Warren Buffet: “The stock market is a game of transferring wealth from the impatient to the patient.”
Last principle: Humor
Never underestimate the power of humor, especially in tense situations. To laugh is to disarm. A little well-placed sarcasm can not only lighten the mood, but also subtly destabilize your interlocutor. As Oscar Wilde said, “If you want to tell people the truth, make them laugh, or they’ll kill you.” You’ve been warned.
Ultimately, tough negotiations are like a game of poker: you bluff, you raise the stakes, you fold when necessary, and you never show your cards. But remember, even if you’re up against Goliath, a good strategy and a bit of well-placed humor can turn you into David, and this time you won’t even need a slingshot.
