Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next few months, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
76 Morals, Ethics, and Impeccability
Because integrity of character is an essential foundation for quality in human relationships, the morality of great negotiators must be impeccable both on and off the negotiation playing field. In the end, impeccability is simply easier and less complicated. It pays in peace of mind, mental health, emotional well-being, and public relations. Mark Twain said, “If you tell the truth, you don’t have to remember anything.” And if you live an impeccable life, you don’t have to hide anything.
The internet, with its countless interactive websites, social media, and global news is creating new levels of interactivity, transparency, and exposure, shining bright light into dark corners everywhere, creating a world where everything eventually becomes known, and there is increasingly no place to hide. Every day, people in the public eye are caught with their hands in metaphorical cookie jars of financial greed, sexual promiscuity, and betrayal of public mores, ethics, values, and trust. The cost of such transgressions or indiscretions may be loss of reputation, income, career; damage or disgrace to family or institutions where the perpetrators held positions of authority; or loss of value to the clients or constituents whom they served. Impeccability is the best preventative against such events and their consequences. And it is the surest foundation on which to build a reputation, a business, a career, and a life.
Today numerous groups supporting various worthy and unworthy causes are united and guided by modern technology and social media. Countless products or services are increasingly promoted and sold in the same ways. Networking and word-of-mouth promotion via e-mail, personal websites, social media websites, and cellphone communication is now the norm.
This new media can create celebrities and marketing successes, and also destroy careers and products. All media cuts both ways; it can be used to praise and promote or to critique and pan ideas, people, products, and services. The social media backlash can be severe and unrelenting as the cyber mob condemns what it may have initially promoted, believing that they have been manipulated, cheated, or conned. Social network sites like Twitter and spreading information at cyberspeed with a few keystrokes and a click of a Send button are changing the world, not to mention the way we do business. This is creating a new and unprecedented transparency that is making it harder to lie and perpetrate fraud and get away with it, therefore making honesty and integrity the wisest and now even more essential course in business.
While impeccability focuses on getting results and achieving objectives, it makes sure the actions taken and processes followed are principled, ethical, and fair. Being able to look yourself in the mirror, being proud of who you are and how you live, is as important as any material success you may attain. It is what allows you to stand firmly on moral high ground and hold your head up high no matter where you go – an essential attribute for a great negotiator.
The moral high ground is not a place from which to look down on others. It is a place from which to reach out to others and help them rise to fulfil their potential in terms of material success and human character. Nor does impeccability make you better than others or “holier than thou”. It makes you a genuine inspiration to others, an example to follow and a model to emulate. Your impeccability is an invitation to others to you on the moral high ground, where everything works better, and there is room for everyone.
By adhering to legal and ethical principles in all circumstances with all people, and treating others with fairness, respect, and dignity, you assume the moral high ground. As people tend to treat others in the manner in which they are treated, and to admire and aspire to impeccability, they will tend to respond in kind and join you there. This is the highest level of negotiating.