Estimated reading time: 3 minutes

Dan’s Biz Bookshelf: 'Negotiation Made Simple'

Negotiation Made Simple by John Lowry is not your average book about negotiations. Most of the time negotiation books have a “take no prisoners” attitude. Fortunately, this one does not, and as a longtime advocate of win-win negotiations, this one has a heart and feels like it was written by a human being. I appreciate that.

The author provides a simple, but thorough 21-point checklist to prepare the reader for any negotiation. He stresses the importance of allocating time to work through the checklist well in advance of a negotiation to systematically prepare for both substance and process. From the book, here is a brief excerpt of “The Negotiator’s Preparation Checklist”:

1. Who are the parties to the negotiation?
2. What are the issues or questions that must be answered to strike a deal or solve a problem?
3. How important are the issues to you? How important is the relationship with the other party to you?
4. Is the other party likely to negotiate competitively or cooperatively?
5. How competitive or cooperative do you intend to be during the negotiation?
6. How well do you understand the substance of the negotiation? Is there anything you must learn about the subject matter being negotiated before starting the process?
7. What assumptions are you making going into the negotiation? Do those assumptions need to be tested before the negotiation?
8. What alternatives are available to you and the other party if the negotiation is not successful?
9. What are the most realistic and likely alternatives for each party? What are the positive and negative consequences of the alternatives for each party?
10. What is the ideal outcome of this negotiation?

The reason I included the checklist in my review is that I used it, and it works. While reading the book I was involved in a serious negotiation with a new client, and I followed the author’s checklist.  I am happy to say that it helped me through the negotiations, and I got the deal with favorable terms. Not only that, but the customer felt that she got a good deal as well. The proof was in that proverbial pudding.

As mentioned earlier, this book brings heart into the mix. Lowry writes, “Don’t be a jerk; just be disciplined in how to give value in the negotiation. You can be personable, reasonable, and tough at the same time.” This is exemplified with the author’s “Build Your Framework—How to Impact Decisions”:

1. Take time to build rapport with the other side before diving into the negotiation.
2. Ask open-ended questions to get beyond the stated positions.
3. Brainstorm and develop creative solutions that satisfy your interests and the interests of the other side.
4. Appreciate the role of emotion, ego, and fear in decision-making.

In other words, walk in the other person’s shoes. Figure out what is important to that person.

I like this book and more importantly, I think this book matters. It is an important primer, not merely an effective “gets the job done” negotiation, but how to negotiate with humanity and empathy. Negotiating does not have to be a zero-sum game after all.  I recommend this book because it emphasizes what I have always believed, which is that all business is based on personal relationships. If negotiations are conducted in a personal and respectful manner, it is possible for all parties to win.

Dan Beaulieu is president of D.B. Management Group.

Title: Negotiation Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal
Author: John Lowry
Publisher: HarperCollins Leadership
Pages: 224
Price: $24.99