Old school negotiations employed the hardball strategy. For me to win, you have to lose. Although many businesses have been moving away from this strategy, the COVID-19 pandemic accelerated the need for relationship-first negotiations.
Instead of showing up at the office or in a boardroom to negotiate, we’re showing up in each other’s home. We’ve started to see each other as whole people, not just experience them in the context of work. This is leading to a deeper understanding of the importance of relationships. Our relationships are more personal because the context is blended.
Instead of teaching a win/lose when it comes to negotiation skills, we like to start with the foundation of relationships, thinking about how both sides can win. That doesn’t mean that both sides will get everything they want, but it does mean that both sides can leave the negotiation table feeling good because it maintains the relationship.