Question

It's always a source of pride and amazement for me how applicable the lessons I learned in the Marine Corps are to so many aspects of civilian life. Indeed, many of the 11 Marine Corps leadership principles lend themselves perfectly to preparing for and engaging in a negotiation, another one of my favorite subjects.

Before combat, Marines diligently prepare and train. The same type of persistent preparation is needed for a successful negotiation.

Here are a few leadership principles from my experience serving as a U.S. Marine that inform my approach to every negotiation.

Know yourself and seek self-improvement: When entering into a negotiation, be confident in your authority, ability, and strengths. You (should) have prepared long and hard for this moment; don't be intimated by your opponent's prestige, title, or other accomplishments. That said, it's critical to be mindful of how you typically react in uncomfortable or unpleasant situations or to disagreeable comments, so if such a situation arises (and it will), you won't lose your cool. Anticipate your opponent's viewpoints, including those that might make your blood boil, and be prepared with reasonable alternatives that can help push the negotiation forward (rather than sitting there steaming). Be technically and tactically proficient: Marines live on a regimented schedule. This type of constant repetition allows them to be ready at any given moment for combat. A skilled negotiator will thoughtfully prepare and practice leading up to the negotiation. Earn your seat at the table by always learning and improving. Everyone (myself included) needs practice; once you think you know it all, you're done. Set the example: Be prompt for the meeting. Better yet, arrive early to give yourself time adjust to the environment and review any documents before you begin. During the negotiation, actively listen to the other person. Often, when it's our turn to listen, we are instead passing judgment, preparing our response, or even daydreaming, none of which will help you craft a purposeful response when it is your turn to speak. Set the tone for a respectful negotiation by paraphrasing the other side's viewpoint back to them, which helps you demonstrate empathy, understanding, and respect. Without these, your negotiation will go nowhere. Keep your Marines informed: It's essential that you create a transparent bond between you and your client or team with regard to the negotiation process. Transparency builds trust, so be honest with your client and team members. If you're a real estate broker whose client has asked for an update, don't dance around the fact that the seller won't budge from the asking price. Seek responsibility and take responsibility for your actions: Negotiators often focus their position too narrowly. Show that you have done your research and are conscious of your opponent's interests. Following the negotiation, own up to issues you could have handled better, and use that to inform your next negotiation.

The U.S. Marine Corps is all about mission, discipline and dedication. Stay focused and work hard to maximize your chances of success.

In this article, Joe Campolo, the managing partner of his law firm who previously served in the U.S. Marine Corps - 1^st Battalion, 5^th Marines, shares his thoughts on how the Marine Corps leadership principles can help one prepare and engage in negotiation.

Answer the following questions: What are the Marine Corps leadership principles that can help one prepare and engage in negotiation? Which one or ones do you think are most critical and why?

Answer 1

What are the Marine Corps leadership principles that can help one prepare and engage in negotiation?

Marine corps' leadership principles that can help one prepare and engage in negotiation are:

• Being self-aware
• Predicting future events
• Being mentally prepared
• Being a good listener
• Being Punctual
• Taking onus of your actions
• Being empathetic
• Being transparent is crucial
• Being trustworthy
• Discipline
• Hard Work

Which one or ones do you think are most critical and why?

• Being self-aware is important as it is crucial to know your strengths and weakness before entering a negotiation so that you don't feel underconfident and lose your temper if the conversation doesn't go in your favour
• Having a sense about future events, this is important because this can help give an optimised and calculated response to a problem
• Being a good listener is critical to be a good negotiator as it gives the negotiator a chance to come back with a sensible rebuttal
• Being trustworthy is pivotal for a negotiator as it helps in developing a sense of credibility in the negotiator and the deal which he is offering
• Last but not the least, being disciplined is very important as this would help the negotiator to stay focused on what is important (in terms of the preparation) for winning the deal