Navigating the Cosmos of Negotiation: Lessons from John Glenn's Insight
"As I hurtled through space there was only one thought in my mind. That every part of the capsule was supplied by the lowest bidder," John Glenn mused. This candid admission from an icon of space exploration serves as a potent reminder of the gravity that decisions hold in the negotiation.
The Gravity of Trust
Trust is the fuel for any negotiation. Just as astronauts must trust in the integrity of their vessel, built piece by piece from countless contracts and agreements, so must negotiators have faith in the bonds they forge. The lowest bidder might offer an alluring shortcut in terms of cost, but the true negotiator must weigh every factor, from quality to reliability, to ensure a successful mission.
The Vacuum of Low Cost
Focusing on cost alone creates a vacuum in which the value of partnership, quality, and long-term gains are sucked away. Glenn's reflection warns us that the allure of immediate savings is a siren song that can lead to a perilous journey. True negotiation isn't about finding the cheapest route; it's about navigating to the best value — a concept that balances cost with the assurance of safety, quality, and performance.
In space, orbits are a delicate balance of forces. In negotiation, the same principle applies. Striking a deal that benefits all parties requires an understanding that while cost is a gravitational force, it cannot be the only one. A successful negotiation orbits around mutual benefit, shared success, and the recognition that the journey — and the relationship — is as important as the destination.
The purpose of SMARTnership and NegoEconomics is to create and distribute the asymmetric value, that is to be found in every single commercial negotiation.
#negotiation BMI Executive Institute UCLouvain I BMI Executive Institute #negotiationskills World Commerce & Contracting Thunderbird School of Global Management Gražvydas Jukna AAU Executive - MBA and HD at Aalborg University
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7moGreat job