To Compromise - is to lose!
To compromise is to lose … When Steven Covey spoke of seeking a Win-Win solution, did he mention compromising on principals? No, he spoke about showing your adversary how we both benefit by implementing a solution.
If you are certain that a RED solution is the right one, and you are negotiating with someone that firmly believes that a BLUE solution is the best, one of you has to admit they are wrong. Compromising to a PURPLE product or answer only reduces the quality of the finished product – neither you nor the other person is truly happy.
I recently heard a podcast interviewing Ricky Gervais, comedian and creator of the hit television show, “The Office”. He made a pretty profound statement when during the interview he stated that he would rather throw an idea out that he and his creative partner didn’t agree on 100% than to put something into the program that is less than perfect. By putting something together that is less than perfect, he was doing himself and the audience a disservice.
Before you all start shouting that you need to negotiate or compromise for us to do our jobs, I don’t disagree. But the point of this statement goes beyond this. He went on to say that if every part of each show is 100% agreed upon between him and his partner, he knows for sure that it is a great show. He knows for sure that if the joke they both agreed was funny makes the show, more than likely the audience will too.
So, your body of work that you want to promote and negotiate with your strategic partner should include the things you both believe are perfect. You need to begin the process of negotiations by identifying what is truly a throw away, and what is truly a principle. You never compromise on principles; it reduces the value of the deal substantially, and also reduces your own credibility.
You can hear this podcast on the Harvard Business Reviews weekly idea cast, it’s formal title is; “Ricky Gervais on not having a real job” …
Having trouble identifying what your own core beliefs and principles are? Give Pinnacle Sales trainers a call. They can coach you and help determine what those are, and how best to negotiate without compromise!