What stands in the way of our deal in negotiations?

Istanbul Archaeological Museum – Oriental pavilion. The tablet containing the Qadesh treaty between the Hittites and the Egyptians (1269 BC.) – Picture by: Giovanni Dall’Orto, May 28 2006.

Small business owners often don’t reach deals, deadlock in their negotiations or, worst of all, reach an agreement that isn’t viable and won’t be implemented.

The average or untrained small business negotiator may tend to achieve similar results from a negotiation time and time again but not know where they are going wrong. Yet many small business owners, solopreneurs and professional consultants who possess above-average negotiation skills conclude more favourable deals.

People have been negotiating since early times. One of the earliest negotiations I could find was a peace treaty reached between the Hittite and Egyptian empires after the ca. 1274 BC Battle of Kadesh. Although it is a treaty, it has elements of negotiation such as a mutual assistance pact against attacking third parties and repatriation of refugees.

Fast forward 3000 or so years and you will find the entrepreneurial financiers such as JP Morgan in the US and financier and industrialist George von Siemens in Europe who was one of the founders of the Deutsche Bank using negotiation to build industrial empires.

As modern management developed in large businesses as well as the smaller entrepreneurial firm, you’ll find many agreements were reached and decisions made through the use of multilateral decision-making – negotiation which is the fair exchange between two parties. Continue reading “What stands in the way of our deal in negotiations?”