The Art of Negotiation: Listening, Language, and the Space In Between
Contrary to the classic view, negotiation isn’t a game of brinkmanship. It’s a co-creative process—one that starts by listening, holds firm on principles, and crafts a space where both sides can land, evolve, and grow.
In today’s collaborative workplace, negotiation isn’t just for big contracts or CEOs and boardrooms—it’s everywhere and links back to the latest article around managing people (and not tasks).
It shapes how we lead projects, resolve tensions, align (or not) on goals, and engage clients or stakeholders. But contrary to the classic view, negotiation isn’t a game of brinkmanship. It’s a co-creative process—one that starts by listening, holds firm on principles, and crafts a space where both sides can land, evolve, and grow.
Start by Asking: Why Are We Here?
Before scope, price, or delivery, there’s a more human starting point that grounds everything: Why are we having this conversation? Not just in a technical sense. But in terms of what we’re trying to achieve.
