Welcome to TrueNorth Business Consulting’s presentation of a Business Makeover. Each month will feature an idea that can help your business. True North focuses on helping health and wellness practitioners to maintain and grow their business using the areas of business law, marketing, insurance and project management.

There are many factors that go into any negotiation- what style you use (competitive collaborative, accommodating), cultural issues that impact values and habits, and lastly gender. Men and women negotiate differently.

“I want this for this amount,” is a male statement.

“I’d like to know how you came up with that number,” is a female negotiation statement.

Men view negotiations as a one time event. They are better at negotiating for themselves and reaching individual goals. They are usually more competitive.
Women, on the other hand, often let negotiation opportunities go by, set low goals and concede easily. Unlike men, usually women let their emotions show through, but are more about mutual gains than individualistic tendencies.

Neither style is right or wrong. There are suggestions so that men and women can negotiate more effectively, especially when it is a long term relationship whether business or personal.
First there should be a correcting of impressions. Also look to taking turns talking and possibly moving physically closer together than staying farther apart. Take the opportunities to ask questions. Negotiation, in this case, does require preparation. This would not be a one time negotiation to buy a car, for example.

Men and women can have successful negotiations with a little understanding of the differences that each brings. It is not a hindrance, but a chance to learn how to communicate effectively and for women, an opportunity to level the playing field where sometimes they feel at a disadvantage.

I was reviewing a contract for a client who was offered what seemed to be a great business opportunity. No money up front, but a share in the profits. It seemed to good to be true, and as I read I found numerous issues which needed to be discussed.

In speaking with my client I found the need to backtrack and explain and define many terms that as a business person she needed to know to be able to make daily decisions. The words tumbled out of my mouth, “Each decision has legal ramifications.”

A scary thought for my client, which put what s/he was about to do in perspective. Suddenly, my hypothetical questions like, “What happens if you do not want to sell the business?” Because according to the paperwork I read my client, in a weaker position, would be forced to sell. This was not even a daily decision either– day to day things like purchasing office products, dealing with employees and clients.

It can be overwhelming because my client did not have a business background, but this was an opportunity, granted with some negotiation and some risk, but still in essence there was some possibilities. So here was my advice.

1. Do not panic.
2. Ask questions until you are clear or you make yourself clear.
3. Separate your personal feelings…this is not your friend, but a business associate.
4. Do not be rushed in making a decision. On things I am unfamiliar with (as a business person too) I invoke a 24 hour rule. It works on emails too.
5. Collect opinions because people have been faced with similar situations before, and you can learn from their history.

My client feels empowered now with understanding, and that is what you are striving for- to be able to make confident decisions especially in the New Year!