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Reason To Study Negotiation #1: You Are Entitled To Nothing

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work forces, intellectual property, and an unbeatable compettive edge in exchange for faster and bigger short-term profits.

To paraphrase a Native American proverb, Only when the last the last fish has been fished, the last tree cut down, and there is no more clean water to drink or air to breathe, will we realize that we cannot eat money.

The beauty in this Native American proverb is that money is derived from having true value—money itself is of no intrinsic value! The profits came out of the factory, the workforce, the intellectual property, the fish, and the trees. True value is what drives economic prosperity and not money unto itself. The competitive edge was bought and paid for over the years through blood, sweat, and tears. Sadly, what took generations to build was given away in moments through a bad negotiation. Through poor negotiations, bad leadership, and shortsightedness, we gave away our real value and took only money in return. In the words of Henry Ford, perhaps the greatest industrialist of all time, “A business that only produces money is a bad business.”

To be competitve in the next 10 years or next 100 years, we must focus on our true value of companies, our products, and our people. We may have the best or we may not have the best, but what is true in either case is that we must negotiate to protect what we have and procure what we don’t have. The world has many places to shop and buy, to sell or be sold, and these places are global and easily accessible. The only way to be competitive going forward is to negotiate: we must protect our true value and negotiate for the best price and positioning of our products and services on the world stage. The days of entitlement are over.

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