Foreword

When people think about negotiation, they tend to think about win-lose—in other words, somebody’s going to win, and somebody’s going to lose. Many people go so far as to associate negotiation with the ability to “get them before they get you.” That’s not what The One Minute Negotiator is all about. One of the key messages from this book is that you can complete a negotiation without victimizing others—or becoming a victim—in the process. Rather than fighting over a finite pie, you can use the skills taught in this book to actually create a bigger pie.

Maybe you don’t think you need negotiating skills. Many of us believe we can glad-hand our way through any relationship; we trust that our good intentions will create good outcomes. While collaboration is a noble goal, if you’re negotiating with a tough, competitive individual who has no interest in collaborating, you might as well be standing on the railroad tracks trying to negotiate with a speeding train. You need to be able to recognize what you’re dealing with early on and use a strategy that works with that type of person. This book will teach you how to see the train coming and get on board, rather than getting flattened by it.

The One Minute Negotiator also will introduce you to the Negotiation Matrix, a tool that will help you recognize the four negotiation strategies: avoidance, accommodation, competition, and collaboration. The ability to diagnose a person’s negotiating strategy will help you get the results you want and at the same time enhance your relationships. Once you have internalized this skill, it will pay you dividends forever. You will be able to listen more skillfully, evaluate others more accurately, discern people’s goals, and strategize for the best possible outcomes.

So don’t be “negotiaphobic.” Read this book and enjoy the ride to greater collaboration and success.

— Dr. Ken Blanchard, coauthor of The One Minute Manager^® and The One Minute Entrepreneur™