My friend David was in one of those meetings where the stakes are high. There were multiple levels of management from both sides of the table (the property owner and the facility management company). I couldn’t help but laugh when he described someone on his side of the table repeatedly sharing too much information.
David said “my father always told me to answer the question and shut up.”
Wow – so true. Can you do that? Whenever you are in a high stakes negotiation, there are a few simple rules to live by…
- Unless you are told differently, let the person on your team with the highest position drive the agenda for your side of the negotiation. Even if you think something important is being overlooked, you don’t put it on the table with the other side listening.
- Don’t give your opinion unless asked (and even then you probably shouldn’t say half of what you think)
- Don’t elaborate unless there is misunderstanding
- Don’t fill the silence. Give people time to think.
- Don’t guess
I’m sure there are more. What would you add?
Thanks for listening.