Q & A Table of Contents
How Can I Maintain A Relationship Once Negotiation Is Over?
From: Madhulika, Melbourne, Australia
Question: Could you give me some tips on what can be done to maintain a relationship after negotiation?
Response: This is certainly a situation when a short question yields a longer answer.
You need to view a negotiation as an episode in a long-term relationship. More directly, the way you negotiate has a significant impact on what kind of relationship will follow. Unless negotiation is fair and brings about willing buy-in from the negotiating parties, the relationship is likely to suffer. If the negotiation has been perceived of as unfair or unsatisfactory, as a practical matter it will take considerable effort to resurrect a relationship that has been damaged by the negotiation process.
A good negotiator prepares for negotiation by figuring out who the stakeholders are, their interests, and how those interests can be used as building blocks for an agreement with which each party feels comfortable. How these issues are addressed and what strategies based on that preparation are implemented during the negotiation process will have a significant impact on the post-negotiation relationship.
If somehow the negotiation left one or more parties unsatisfied and this has created problems in the relationship, then it is important to be pro-active to clear up whatever problems there may be. To learn how other parties feel one must ask questions. Questions can focus on a variety of ‘openers’:
- How well is my team is delivering on the deal agreed during the negotiation?
- How would you describe your feelings about our negotiation process?
- What would make you feel more comfortable about negotiating with me/my group in the future?
- Are there any personal feelings you came away with from our negotiation — and if any of them happen to be negative, what do you think would make you more comfortable with the process/me/my team?
These are all open-ended questions, aimed at uncovering information that will help you figure out what you can say or do to improve things.
The negotiation process works best when it lays the groundwork for the long term. If it is treated as a quick ‘slash and burn’ activity, the impact is likely to be far less satisfactory.
Good luck,
Steve
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