THE SCIENCE OF NEGOTIATION

Robert Greene has been the most unpredictable author I have read. Always Manoeuvring to different unexpected strategic dimensions. I have learnt a lot from him, so much that an entire month’s statement will revolve around a story from one of his books entitled, ‘The concise 33 strategies of war’. The story unfolds;

Warrior or Shopkeeper?

“The great British diplomat and writer Harold Nicholson believed there were two kinds of negotiators: Warriors and shopkeepers. Warriors use negotiations as a way to gain time and stronger position.

Shopkeepers operate on the principle that it is more important to establish trust, to moderate each side’s demands and come to a mutually satisfying settlement.

Whether in diplomacy or in business, the problem arises when shopkeepers assume they are dealing with another shopkeeper only to find they are facing a warrior.

Negotiation Style

It would be helpful to know beforehand which kind of negotiator you face. The difficulty is that skillful warriors will make themselves masters of disguise: at first they will seem sincere and friendly, then they will reveal their warrior nature when it’s too late for you.

In resolving a conflict with an enemy you do not know well, it’s always best to protect yourself by playing the warrior yourself: negotiate while advancing. There will always be time to back off and fix things if you go too far. But if you fall prey to a warrior, you will be unable to recoup anything. In a world in which there are more and more warriors, you must be willing to wield the sword as well, even if you are a shopkeeper at heart.”

In my years as a reader, I have found outstanding wisdom in this. It defines the business world in detail and how to go about various categories of situations and events. Knowing what hat to wear, when to wear it, and in what color.

I will leave the rest to you. April 2017 is all yours, make it work!

Sincerely,

Tonny Rutakirwa,

Chairman,

Tonniez Group Holdings,

Serving you since 28th December 2008