Avoiding Blame and Reducing Conflict in Contract Negotiation
Emotion is a natural part of contract negotiation. This deal is likely important to you, and there's nothing wrong with that. When used properly, emotion can help you make persuasive offers and secure the best deal. Getting overly angry or contentious, however, can stall the deal on the table, lead to a negative outcome, and even damage your relationship with your counterparty.
The key to a successful negotiation is to put your emotions in perspective. A few simple paradigm shifts can help you manage blame and conflict.
Separate the People From the Problem
You need to consider both the relationship and the deal when negotiating. Demanding too much can give you a better deal at the cost of losing repeat business while agreeing to a bad deal just to please the person making the request may leave you unable to fulfill the agreement.
Sometimes this challenge can manifest as frustration. You begin to take the other side's refusal as a personal attack, or you find your counterparty arguing against things you never said. Each party can begin to think the other person is unreasonable, and the negotiation can quickly derail into stubbornness and personal attacks.
In times of conflict, it's important to take a step back and remember that you're pursuing a win-win agreement. The person on the other side of the table isn't your enemy. If they're upset with you, try empathizing with their position and redirecting them to the facts of the negotiation. Remain calm and collected, and reassure them that you also want a mutually beneficial partnership.
Don't Be Afraid to Walk Away
Sometimes counterparties feel frustrated because the deal isn't working out. This isn't always your fault. It may not be the right time for an agreement, or you may simply be a bad fit for one another. If this is the case, you can avoid conflict, save time, and ultimately preserve the business relationship by suggesting that maybe it's not the right time for this deal and the two of you need to seek out alternatives. Leave the door open to collaboration at a better time.
Pay Attention to Detail
Your contract presentation is a critical component in your negotiations, so ensure it's as attractive and professional as possible. A badly written or arranged contract may give your counterparty false doubt. Check the document line by line, and convert JPG to PDF to ensure formatting remains consistent when other parties view it on their computers. You want the agreement to look as good as possible, so it's evaluated fairly.
Relationships Come Before Deals
Sometimes a negotiation just doesn't lead to a contract. That's why it's wise to prioritize a positive business relationship over trying to force an arrangement that only benefits you in the short-term. By separating the people from the problem, approaching a win-win dynamic, sticking to the facts, and presenting the deal as attractively as possible, you can maintain a positive business relationship that benefits you for years to come.
Great business partnerships aren't only made at the bargaining table. Join your local chamber of commerce to work with fellow business leaders and improve your standing in your community.
