This time of year is steeped in traditions that warm the heart, whether it’s baking special desserts, wearing festive sweaters, singing carols, gathering with loved ones, or watching beloved holiday films. In my household, one such tradition stands out: My wife listens to an audiobook of Charles Dickens’ A Christmas Carol every year. Each time, it’s narrated by someone different, but the story remains timeless. As I hear it resonate throughout the house, it sparks a thought: The three ghosts that visit Scrooge also visit us in every negotiation.
If you recall, cold-hearted, miserly Ebenezer Scrooge receives a life-altering lesson in gratitude and selflessness when visited by four spirits. It begins with his late business partner, Jacob Marley, who warns him of the chains forged by his greed. Think of me as your Jacob Marley, as I explain the three ghosts that haunt every negotiator.
The Ghost of Negotiations Past
From the first “no” we heard as kids, every negotiation has shaped our habits and skills. Before entering a new negotiation, we should reflect on moments of triumph and heartbreak in past dealings.
As children, many of us resorted to badgering — digging in our heels, throwing tantrums, or holding our breath until blue in the face. Sometimes this worked, but only because our “victims” gave in to escape the torment. When our tactics failed, we learned to adapt.
The Ghost of Negotiations Past teaches us the importance of reflection and evolution. What worked? What didn’t — and why not? Was it the situation? The people? Your approach? Understanding the root causes helps you refine your strategy for future negotiations.
The Ghost of Negotiations Present
Most business negotiations affect a web of stakeholders. You might be representing a Bob Cratchit or his son, Tiny Tim — or, perhaps, it’s Karen in Accounting or Steve in Operations. No matter the case, you must identify and align with your stakeholders early.
Misaligned priorities often lead to deals stakeholders reject, causing renegotiations that take longer and breed frustration. Avoid this outcome by understanding stakeholders’ needs, priorities, and expectations up front, so you can bring back agreements everyone supports.
The Ghost of Negotiations Yet to Come
The future casts a shadow over every negotiation. What if the deal sets a bad precedent, fails to deliver expected results, or damages a critical relationship? The specter of these outcomes can feel as ominous as Scrooge’s grim future — but they’re avoidable.
One risk is precedent: The concessions you make today may set expectations for future negotiations. Protect yourself by trading concessions for reciprocal gains, establishing a pattern of give-and-take.
Another risk is relationships: Heated negotiations can strain connections with the other side, but this doesn’t have to be the case. Just as Scrooge repaired his relationships, negotiators can maintain strong relationships by staying mindful. Check in with the other party, take breaks when tension rises, and focus on shared gains instead of conflict.
Don’t wait for negotiation ghosts to visit you. Just as Scrooge embraced the values of compassion and generosity, negotiators can adopt thoughtfulness, flexibility, and a collaborative spirit.
Here’s wishing you a joyous holiday season. May all your negotiations be blessed!
We Can Help You Keep Your Negotiations Ghost-Free.
Don’t wait for ghosts to visit you in your next negotiation. Instead, rely on Scotwork’s nearly 50 years of experience to make the most of your deals through thoughtfulness, flexibility, and a collaborative spirit.