Intent based negotiations

The Art of Negotiation: Combining “Never Split the Difference” and “Turn the Ship Around” for Improved Results

Effective negotiation is a critical skill that leaders need to master in order to make the best decisions and achieve the best outcomes for their organizations. Two popular books offer a wealth of valuable insights into the world of negotiation and leadership: “Never Split the Difference” by Chris Voss, a former FBI hostage negotiator, and “Turn the Ship Around” by L. David Marquet, a retired U.S. Navy captain. In this blog post, we will combine key elements from these two remarkable books to propose a new method for preparing for key negotiations with your team. By harnessing the power of storytelling and including anecdotes and data points, we will illustrate the value of this innovative approach.

1. Empathize and Connect: The Accidental Negotiator

Imagine Jane, a middle manager at a large corporation, who needs to negotiate a crucial deal with a major client. She’s read “Never Split the Difference” and is keen on applying Voss’s advice to empathize with her counterpart, employing the tactics of tactical empathy, mirroring, and labeling. Jane takes the time to understand her client’s perspective, asking open-ended questions and repeating their last few words to encourage them to share more information (Voss, 2016).

On the other hand, Jane’s team is familiar with Marquet’s “Turn the Ship Around,” which emphasizes empowering team members through a leader-leader model, rather than the traditional leader-follower approach. Jane applies this concept by engaging her team in the negotiation process, encouraging them to think critically and contribute ideas (Marquet, 2013).

By combining these two methods, Jane creates a negotiation environment where both her team and the client feel heard, valued, and understood. This empathetic approach fosters trust and collaboration, leading to a win-win outcome for both parties.

2. Prepare, but Be Adaptable: The Navigator’s Dilemma

In “Never Split the Difference,” Voss highlights the importance of preparing for a negotiation by gathering as much information as possible, anticipating potential objections, and developing an adaptable strategy (Voss, 2016). Similarly, Marquet’s “Turn the Ship Around” emphasizes the value of preparation and adaptability, particularly when faced with changing circumstances or unexpected challenges (Marquet, 2013).

Imagine Tom, a project manager who must convince his team to accept a new, challenging project. He diligently prepares his arguments, anticipating objections and developing alternative solutions. However, during the meeting, Tom encounters unexpected resistance from his team. Rather than becoming defensive or sticking rigidly to his initial plan, Tom adapts his approach, drawing on Marquet’s principles of empowerment and ownership (Marquet, 2013). He invites his team members to voice their concerns, asks questions to better understand their perspectives, and works with them to develop a new plan that addresses their concerns while still achieving the project’s goals.

By combining preparation with adaptability, Tom fosters a collaborative, solution-focused environment that ultimately leads to a successful negotiation and a stronger team.

3. Seek Unity: The Orchestra Conductor

Both “Never Split the Difference” and “Turn the Ship Around” emphasize the importance of seeking unity and alignment among team members. Voss’s “accusation audit” technique encourages negotiators to address potential objections head-on, creating an atmosphere of understanding and trust (Voss, 2016). Marquet’s leader-leader model fosters unity by empowering team members to take ownership of their work and collaborate with others to achieve shared goals (Marquet, 2013).

Consider Sarah, a department head who must negotiate a new budget with her team. Instead of imposing her desired

budget on the team, Sarah employs the accusation audit technique, acknowledging their concerns about potential budget cuts and the impact on their projects (Voss, 2016). She then embraces Marquet’s leader-leader model by inviting her team members to contribute their ideas and insights for optimizing the budget allocation (Marquet, 2013).

This collaborative approach encourages the team to work together to find creative solutions that balance the organization’s financial constraints with their department’s needs. By seeking unity and alignment, Sarah not only secures her team’s buy-in but also fosters a sense of shared responsibility and ownership.

Bringing it together

By combining the key elements from “Never Split the Difference” and “Turn the Ship Around,” leaders can develop a powerful, integrated approach to negotiation that harnesses the best of both worlds. This new method emphasizes empathy and connection, preparation and adaptability, and unity and alignment, leading to more effective negotiations and stronger teams.

By incorporating these principles into their negotiation preparation, leaders can build trust, foster collaboration, and ultimately achieve better outcomes for their teams and organizations. So, the next time you find yourself preparing for a key negotiation, remember the lessons from Jane, Tom, and Sarah, and leverage the combined wisdom of Voss and Marquet to guide your way.

References

• Marquet, L. D. (2013). Turn the Ship Around!: A True Story of Turning Followers into Leaders. Penguin.
• Voss, C., & Raz, T. (2016). Never Split the Difference: Negotiating As If Your Life Depended On It. Harper Business.