The Elements of Negotiation

ELEMENT 89The Love of Negotiation

Let me make one thing clear: Negotiation is a skill we all need to master to varying degrees, and it's a skill everyone can learn. Negotiation is predominantly a skill, in contrast to the notion of it being an art. If negotiation were purely an art, some people would be born great negotiators and others, not so much. However, this is not the case.

Having acknowledged that we can all learn to negotiate, I have observed that approximately 20 percent of all professional negotiators (those for whom negotiation is a part of their job) are inept. They shouldn't be negotiating, simply because they are not adept at it. This means that, alarmingly, one in every five professional negotiators is unqualified.

You may think this figure is high—and it is. Disturbingly so. The pressing question is not so much about the number of less qualified negotiators, but rather why so many professionals are inadequate in the science of negotiation.

One obvious reason is the lack of education. I recently came across a study by Contract Nerds, revealing that 55 percent of contract professionals have never received formal education in negotiation. I met a business executive who wholeheartedly agreed that negotiation training is crucial for success. He recounted with enthusiasm the two-day training he underwent 18 years ago.

Negotiation is a skill that evolves, and if your last training was 18 years ago, it might be time for a refresher.

But here's the main reason why 20 ...