We’ve all been there in negotiations; you want something, they want something else, and you can’t reach an agreement.
Sitting at lunch one day Bill told us a story about how he helped to negotiate the end of the Cuban Missile Crisis. Both sides had their metaphorical fingers on the button, and he knew he had to find common ground to avoid a huge disaster. He determined that neither side wanted and accidental nuclear war, and from this they negotiated peace.
He told me that the key was moving from positions to interests.
A position is a locked-in state of mind; I want this, if I don’t get it I lose, I want to win and I want you to lose.
When both sides take positions, there is no movement.
Interests are the why behind the positions. What is driving someone to take that stance?
When you can figure out someone’s interests, that opens the door to create solutions where everyone wins.
Some people like beer.
Some people like wine.
Recently I was fortunate to attend a good friend of mine’s wedding in Bali. He’s a partner at a well-known law firm in Singapore, and many of the attendees were merchant bankers, venture capitalists and other people in the finance space.
Get a better answer.
Recently I had an interaction with someone in a business I own.
Recently we were making a major decision in MedRecruit for a very important leadership role in the recruitment team.
If you go to almost any personal development or business seminar, the presenters will share stories of failure leading to triumph.
It’s not a shop, it’s not online, it’s not Amazon or eBay or Trademe.
Survival isn’t necessary.
Is it meeting specification?
“You don’t choose the life of being an entrepreneur, it chooses you,” is something I found myself saying to a young entrepreneur the other day.