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The Art of Compromise
By Barton Goldsmith, Ph.D.
Compromise may be the most important and most underused
word in modern business.
Webster defines compromise as a settlement of differences by consent,
reached by mutual concessions. Put in simple terms,you've got to give
a little to get a little, with the understanding that just because you
don't get what you want, doesn't mean you won't get all you need. For
a business to be successful, leaders and team members need to learn how
to engage in this beneficial behavior. And it's not as hard as you might
think.
The first thing to remember is that in a business deal, you won't be comfortable
unless the other company (or person) is comfortable as well. For some
reason, compromising can be looked at as a loss, caving in or even being
a doormat. The real truth is that if you have any of these sensations
you are not really compromising. For there to be a real meeting of the
minds, both people have to feel good about the end result.
Getting everything you want every time you want it is not realistic. Those
are the desires of a spoiled child, not an adult who wants to be in a
successful business environment. Ask yourself something, if you get everything
you want, and your client is feeling like they got the fuzzy end of the
lollipop (and not at all happy about it), can you really see this deal
being successful? Do you think this client will be back for more?
To become willing to compromise you have to understand that it benefits
everyone involved. If you are truly business partners then what is good
for one should be good for the other. Try looking at the big picture and
do what you can to make it balanced. The closer you come to equality,
the more successful both of you will be. If either one of you feel that
the deal is unbalanced, then something isn't working properly.
Once you've agreed to a set of ground rules for your business relationship,
if one of you decides to make drastic changes, for example you or your
client want to change the financial terms, it can make future negotiations
difficult. Before you do anything that changes the foundation of your
agreements, you need to talk with your client or team mate and closely
examine how this decision will change things.
Most compromise issues are far less drastic than this, but the process
for achieving a balanced situation is the same. Talk, examine and take
some time to see how the changes will effect everyone involved. Getting
the best terms possible is an appropriate business decision. However,
if this is a new direction, you need your client to be willing to compromise
and make the changes necessary so that both of you can feel comfortable
and safe.
Compromise is an art form that successful leaders have mastered. The key
is understanding that you're not giving up or giving in - you're just
seeking balance.
For more than two decades Fortune
500 companies, educational institutions, and government organizations
worldwide have relied on Dr. Barton Goldsmith to help them develop
creative and balanced leadership. He is a highly sought-after keynote
speaker, business consultant and nationally syndicated author. His
columns appear in over 150 publications, including the Los Angeles
Business Journal. Dr. Goldsmith works regularly with The Young President¹s
Organization (YPO) and The Executive Committee (TEC). Considered an
expert on small business, he has spoken worldwide to groups of 10
to 5,000, and is in high demand for Keynotes, Training and Consulting.
He can be contacted through his web site at: www.BartonGoldsmith.com
or at (818) 879-9996. |
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