Persistence, stamina and a positive demeanour are key requirements for negotiating successful commercial outcomes.
I had the good fortune to work some time ago for a Dutch General Manager (let’s call him Harry). Harry always maintained a positive outlook on life – even when skies were grey. I, on the other hand, had a tendency to wear my heart on my sleeve and if things were not going well it would be readily apparent to all those I worked with.
Difficult Contract Negotiation
After one particularly difficult contract negotiation meeting I trudged into the office to provide Harry with an update.
“Why so glum Jon?” he asked.
I proceeded to give him a full run down on the meeting, after which he took what seemed to be an age to consider what I had told him. I was not sure what he was planning to say but I certainly did not expect what eventually came out of his mouth.
“Jon” he said…..“You’ve got to be more like a dog!”
“A dog?” I said…not being sure whether I had heard him correctly.
“Yes Jon….a dog”
“I’m sorry Harry but I’m not sure what you mean”
“Well Jon, if you’ve had a bad day and you go home and take it out on your dog, the dog will run away but it will always wait for the right time and come back wagging its tail as if nothing had happened and that is what you have to do”.
Now obviously this was a metaphor or at least I hope it was as I’m sure he didn’t mean I had to drool when the biscuit tray was brought out at the next meeting or roll around on the carpet to scratch an itch but it is a very good metaphor and one that has many practical applications.
Temporary Setbacks
It is particularly useful for remembering when faced with temporary setbacks in protracted negotiations because in general terms that is exactly what they are – temporary – providing you treat them as such and don’t allow them to negatively influence your behaviour. When it comes to that next meeting think who your negotiating partner will be most predisposed to reaching an agreement with – the happy, persistent dog of this story or a snappy Rottweiler, obstinate Bulldog or crazy Spaniel?
I have also found that since my mindset has changed and is not tainted by previous experiences, I am better able to focus on the other people I am negotiating with and their own characters traits. This enables me to tailor my approach accordingly e.g. metaphorically which dog needs their tummy tickling and who needs to be thrown a bone every now and then.
If you can’t afford a Dutch Dog or don’t have the time train your own canine, Brackenway Consulting can provide house trained pooches to suit any requirement with a pedigree to match.
Jon Davies
Principal of Brackenway Consulting
QS, Commercial Manager & Contract Facilitator