2019_02_04 Everything.jpg
© Scotwork NA

Can't Negotiate Everything!

Published: Feb 04 , 2019
Author: Brian Buck

Almost ⅓ of the population watched the Super Bowl. Did you see when Bill Belichick negotiated with the referee? Or when Julian Edelman negotiated with the safeties to get more yards? Or Sean McVay negotiating with Commissioner Goodell to give him the Lombardi trophy instead of Belichick? Of course not! Why? Because you can’t negotiate everything! When should you negotiate?

In my opinion, there are certain elements that need to exist in order for a true negotiation to take place. These elements are:

  • Motivation
  • Value
  • Authority

Motivation. While you might be motivated, the other party needs to be motivated as well. If the motivation to negotiate doesn’t exist on both sides, then a successful negotiation is highly unlikely. In many situations, you may have to entice the other party to negotiate but unless you understand their motivation, it won’t happen.

Value. Negotiation is a trading process not a taking process. Therefore, you need to have something the other party values that you would be willing to trade for something you value that they have. Without that basic equation, there’s really nothing more to discuss.

Authority. So, both sides are motivated. Both sides have something of value to the other to trade. But one or both sides doesn’t have the authority to negotiate - then no negotiation can happen. This one can be tricky because people don’t always disclose whether they have the authority or not. It’s always good to figure that one early on or you’re going to waste a lot of time.

If all of the above exist, then a negotiation can happen. Test for all of these before you attempt to negotiate. Without them, you’ll waste time, probably get frustrated, and almost definitely not get what you want.

While McVay and the Rams would have liked to have negotiated a better outcome, the right environment didn’t exist. I guess they’ll just have to play better next time (easy for me to say!).

Ready To Negotiate?

If you’ve got everything you need to negotiate - call us! We can be your advisor, your coach, and your trainer. Whether you bring us in to create your strategy, or help you prepare, or develop your team’s negotiating skills - we can help you win at the negotiating table.

We’ve been consulting and teaching our proven negotiation methodology for over 40 years. We know the process, we can identify the skills required, and we have the techniques to negotiate better deals for you. Call us and let’s discuss what we might be able to do for you.

Talk to one of our experts today.


Brian Website Headshot 2.png

About the author:

Brian Buck
Sure, we could whip up a snappy bio about Brian’s experience as an entrepreneur, business owner, and Fortune 500 executive. While we’re at it, we could go on for an afternoon about his 20 years in marketing and advertising, developing brilliant consumer-engagement strategies for the likes of Google, Amazon, Samsung, Virgin Mobile, Microsoft, and Sony. But knowing Brian, he’d rather we not. Instead, he’d likely ask us to focus on something else — namely, other people ...

Read more about Brian Buck

More posts by Brian Buck

Latest Blog:

Negotiation Swagger

I recently read the book Creativity, Inc. by Ed Catmull, who co-founded Pixar along with Alvy Ray Smith and Steve Jobs. In it, he shares a story about a negotiation with IBM that Steve Jobs was involved in, back when Jobs was running NeXT. Jobs negotiated a $100M deal that allowed IBM to use the NeXT operating system without rights to subsequent versions of the software. At the time, it seemed like a big win for NeXT. But was it?

Latest Tweet:

Scotwork North America
400 Lanidex Plaza, FL 2
Parsippany, NJ
United States
Follow us