Increasing Creativity in Negotiations
Notes on Negotiation Written by Marty Latz, Latz Negotiation Institute
I’ve always enjoyed escaping into the fantasy worlds of novels and series like The Lord of the Rings, Game of Thrones, Harry Potter, and the list goes on. And I always think as I read them – where do these authors come up with these wild ideas. Different kinds of minds. Wow!
What do these books have to do with negotiation? A lot. The best negotiators in the world share a creative gene with these authors. The ability to envision and develop creative solutions and options in negotiation that satisfy the parties’ interests constitutes an undervalued skill in effective negotiators.
Of course, creativity in negotiations and in other parts of our lives is not just about genetics. A creative mindset is also a trained skill that can be developed and improved. Here are some ways to improve your creativity in negotiations and in other parts of your life, too.
• Collaborate with others who think and approach issues and problems differently than you do. Back in law school I was asked to help tutor students who hadn’t done well in their first semester exams. One of my students got an art history degree in college. He was exceptionally bright, but he didn’t approach the exams in the logical, rational way our law professors designed them. This is someone who thinks differently than me – and who would be great in a collaborative session for some of my negotiations.
• Brainstorm without judgment.
• Be curious.
• Take breaks to relax and reflect and sometimes sleep on it.
• Set aside time in your strategic planning sessions to explore creative options and write down all the ideas (don’t just think about them).
• Ask your colleagues open-ended questions that explore new or different and even unconventional approaches to solving problems.
• Let your mind wander.
• Experiment in role-playing negotiation sessions with styles and approaches that make you uncomfortable.
• Step into your counterpart’s shoes in role-plays and consider how they might creatively approach the issues.
• Get out of your comfort zone.
I last read James Clavell's Shogun 40 years ago, but I recently picked it off my shelf and started it again. Feudal Japan in the 16th Century – talk about a different mindset! Some great negotiation stories, too.
Latz’s Lesson: Creativity comes from nature and nurture – so consciously take these steps to improve it and your negotiation results.
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Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts' proven research. He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or Latz@ExpertNegotiator.com
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