In
essence, the Luna Pen case was another eye opener for me not just on my
negotiation skills but on how I look at negotiation as a whole. It also
revealed my own lack of understanding on culture and gender, and its role in
negotiations.
The
Luna Case taught me that strategy without tactics is lame, and tactics without
strategy is blind. Both cannot exist without the other. Seasoned negotiators
always think big. They think of strategy, miles before reaching the negotiating
table. Being across the table itself is already part of strategy. Should he
negotiate or not? Should he defer it, push for it, or kill it altogether?
Strategy tells the negotiator when to push or pull, exert pressure or slacken a
bit, wait and see or rush ahead. It tells him which among his tricks should he
use to get the deal he wants.
But
seasoned negotiators know too well that he cannot survive with strategy alone.
Knowing the game rules is different from actually playing it. He needs to know
how to do the moves. He needs to know when and how to draw the sword, and when
and how to sheath it without hurting himself or the other party unnecessarily.
Tactics matter, and it matters a lot. Tactics means knowing what is in your
arsenal of options and weapons, and knowing when to unpack and unleash them.
The negotiator is always on the look-out for the right timing because drawing
too soon may forewarn the other side and allow for an easy counterattack.
Drawing too late may let the other party run circles around him. Negotiation is
about thrusting, and parrying attacks without losing sight of the objective. As
I have observed, it is quite easy to get lost amidst the clinks and clanks of
offers and counter offers, and miss the whole point. Be in a careful hurry.
One’s
choice of tactics is often dictated or influenced by culture that is why it
should never be taken out of the equation. Who are you dealing with? Where does
he come from? What is his affiliation, politically, religiously, ideologically?
What values does he espouse? One or two, or a combination of these things can
spell out the outcome of the negotiation. It can shape how the whole process is
going to take place and end up. How your thrusts and parries are judged
significantly depends on the culture of the guy at the other end, and you
better know how he will respond.
What
does a negotiator do when he is caught in the middle of a chaotic negotiation
process, or when he is caught in an endless loop? He stops, briefly, and goes
to the balcony. He pauses for a while and lets his sensing abilities take over.
He detaches himself from the melee for a moment and looks at it from the top,
from another perspective, to see what angles or approaches can be pursued? When
the position is unassailable, does he keep on assailing it? When his position is
untenable, does he keep defending it? When his interests are compromised, what
options does he look into? How fast can he generate another option? How will he
choose which option to pursue? All of these are quickly processed inside his
mind and before he goes down from the balcony, he is ready for his next move.
