After, over four decades of involvement, in, nearly – every aspect of effectively leading, from identifying and qualifying, to training, developing, and consulting to thousands of actual, and/ or, potential leaders, as well as serving as a leader, several times, and negotiating, hundreds of, both, large and small contracts, I strongly believe, for someone to become a true, meaningful, responsible, effective leader, he must be aware of the challenges, and necessities, of quality negotiating, and using that knowledge, to the group’s best interest! In order to achieve, and learn, how to use, every negotiation, to the organization’s actual benefit (in a realistic manner), I believe and have taught, what I refer to, as the, CAPIROCK method, to make this easier, to accomplish, learn, and utilize. With, that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, what this means and represents, and why it matters.
1. Customized: Since, every organization, is unique, in some way, and each negotiation, requires a certain degree of individual planning, one must proceed, in a customized way, based on the guiding principles, taught, and learned, from a professionally – designed, customized, leadership training, and planning, program!
2. Absolute integrity: Some, falsely believe, there is some benefit, to claiming certain things, during a negotiation, which, to say the least, stretch – the – truth! While, at some time, there may be, an apparent advantage, in the short – term, to doing this, the only way, in the longer – run, to develop the type of relationship, needed, to achieve, a win – win, negotiations, the negotiator must proceed, with absolute integrity!
3. Promises: Avoid the temptation to make empty promises, and/ claims, which you can’t deliver, because, at some point, that approach, is harmful, and back – fires!
4. Ideas; imagination; innovate; insights: Great negotiators need the imagination, and insights, to perceive and conceive of, create, and implement, the finest ideas, and approaches, to create the optimal results! Instead of seeking the same – old, same – old, and being restricted, by the self – imposed limitations of their comfort zone, one needs to proceed, with a willingness, and ability to innovate!
5. Relevant; results; responsive; ramifications: How a leader proceeds, and negotiates, often, has ramifications, and, thus, we need to let prospective leaders, understand, how essential, the results, are, in the immediate, and longer – term!
6. Outside – box; open – mind: When a negotiator considers options and alternatives, and the needs of the other side, he uses an outside – the – box, open – minded, approach, to show, how there are potential mutual savings, and shared – benefits, for both sides!
7. Character; creative; calm/ calming; clear/ clarify; cooperate; contingencies: Great negotiators show their quality of character, to their negotiating adversaries, by being calm, and clarifying, what you seek! Calming leaders suggest creative options and approaches, in a clear, cooperative manner, and include, contingency clauses, and plans, for whatever, one can conceive – of!
8. Knowledge; keen: It takes self – confidence, training, knowledge, and expertise, to proceed, with keen attention, to the most viable solutions, for the specific circumstances!
We need to create leaders, with the training, and personal character, to take advantage of the CAPIROCK approach to negotiating! Are you fit to be a real leader?