Q & A Table of Contents
So You Want To Be A Negotiator
From: Rob, Georgia
Question: Can you give me advice on how to build a career in negotiation?
Response: You ask for advice on building a career in negotiation. In my opinion, everyone is a negotiator, whether it be at work in sales, purchasing, human resources, accounting, or acting as part of a team; or in the rest of life as a child, parent, spouse, friend, neighbor, etc.
If you are interested in using negotiation as a means to earn a living, there are some professions where negotiation is central. Lawyers negotiate constantly, both as an element of litigation and when they are involved in working on transactions. The same is certainly true in sales and purchasing, many aspects of human resource management, and other decision-making processes of business management.
There is really no profession called 'negotiator'. People study the process and skills in law, business, foreign service, and some other professional schools. In addition there are many courses in negotiation offered commercially. In each case the training is effectively aimed at taking the individual's innate skills and personal style and enhancing the effectiveness with which those are employed.
Lawyers are most likely to be used as 'hired gun' negotiators. I must admit that in my own case and most likely in many others, people who teach negotiation are often called in to provide assistance as mentors. What troubles me is that many times the folks who employ these 'hired guns' are looking for short-term results. Generally speaking, if your negotiation focus is short-term, over the long-term you are not likely to be happy with the outcome. As the old saw goes, "If you cheat me once, shame on you. If you cheat me twice, shame on me."
Someone who demonstrates effective negotiating skills is likely to be highly prized by her/his employer. Moreover, a good negotiator is generally more rewarding as a negotiating partner/adversary than someone who lacks skill.
You may want to investigate negotiation's isotope, mediation. In some states in the US and in some industries, mediators are a recognized part of the decision-making or conflict-resolving process. A very high proportion of mediators are volunteers, but in some regions and/or business sectors it can be quite lucrative. I must add, however, that most of the people I know of who make money as mediators have been educated as lawyers.
Good luck with your quest.
Steve.
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