“Over a decades-long career as a kidnapping and extortion negotiator …”
… is not a sentence the Creative Business Wrap was ever expecting to feature. And yet there it is. It comes from an article entitled, Negotiate Like A Pro by Scott Walker, the aforementioned kidnapping and extortion negotiator.
In his March-April 2024 Harvard Business Review article (don’t be put off), Walker explains that what he learnt in those high stakes negotiations – kicking off with his one golden rule, “it’s not about you” – can be used to “yield better outcomes in everyday business negotiations—whether you’re asking for a higher salary, lobbying for additional team resources, or hammering out the details of a contract with a client or a supplier.”
Creative businesspeople are great at staring down a blank page, creating something from nothing or telling a story but find themselves floundering when it comes to making a sale. To closing the deal. Fleshing out his golden rule, Walker says :
“The only way to move someone else in your direction and find a solution on which you can agree is to listen deeply and empathetically, ensuring that the other person feels seen, heard, and understood. That is particularly powerful when the two sides are in disagreement. It allows you to build trust, manage expectations, and find ways to meet the other party’s key needs.”
Walker’s then describes what he calls his Level-five Mindset (a high-order form of listening based on empathy and curiosity) and a handful of tools of the trade (under the mnemonic MORE PIES) that you can employ to “prove to negotiating partners that you’re paying this level of attention to their logic, emotions, perspective, and, ultimately, wants and needs so that they begin to see you as a collaborator rather than an adversary?”
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