Recently, I attended a seminar about effective communication in the work world, anticipating the part in the program when the featured speaker would teach us how to negotiate.
I was starting my own business, with promotion an important part of my game plan to success, and I wanted to learn the most effective way for getting what I wanted out of a deal.
The seminar was almost over when the speaker told us she had a few minutes left to tell us about how best to negotiate a deal. She said the lesson involved arm wrestling, so, if we would turn to the person next to us, and clasp hands, elbows on the table, we could start with the lesson.
Everyone laughed. We weren't planning on having to hold hands with our neighbors, let alone arm wrestle. It was a little embarrassing, to say the least.
I looked at the woman next to me, and she was a solid lady, muscular from cleaning corporate offices. We were seated at the table in front of the room, so, I didn't want to lose. We grasped one another's hands, elbows to the table. Her grip was dry and strong. Mine was loose. I didn't want her to think I was trying.
Before telling us to "GO!", our instructor added this last bit of information. She told us that everytime we forced our opponent's hand to the table, we would win $1,000.00. Then she said,"Go"!
The cleaning lady and I pushed against each other arm to arm, palm to palm. I could feel the strain of keeping my arm up all the way to my toes. At the end of 12 seconds, our leader called time's up! She asked how many of us won $1000.00. A few women raised their hands. Then she asked a strange question. She asked how many of us had made more than $1000.00. Two women raised their hands. They were partners in the arm wrestling, and they managed to make $10,000.00 in 12 seconds.
Everyone gasped. "How did you do that?" our leader asked.
"We did this," one of them answered. They demonstrated by holding hands while they pushed each other's arms to the table--back and forth--back and forth---as fast as they could. Each hit won them $1,000.00 imaginary dollars.
As the point of the lesson hit home,I more than learned what I had come to learn. Negotiating in the right way is a win-win situation. Everyone profits. Good negotiation is cooperation.
How have I used this valuable lesson in the work world?
I have a radio show. I highlight area musicians, writers, poets, you name it. One lady that I interviewed was grateful for the free exposure. In return for my free promotion of her, she wrote a song to preface my program--giving it a much more professional sound.
This has caused my program to be picked up by other stations. Which has increased my audience--and hers!
She and I have never charged one another a dime for our mutual services and support. But, our negotiations always take us places we could never have reached alone.
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