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Adopt a Collaborative Mindset When Negotiating in a Crisis

In typical negotiations, a best practice is for both sides to focus on how to maximize potential gains. But in times of crisis, the goal is often to minimize potential losses. The standard tactics aren’t as helpful under these circumstances, and the stress of a crisis can lead us to adopt a more skeptical, adversarial mindset toward the people we’re negotiating with. To negotiate well under pressure, you should move toward a more collaborative mindset — and help others do the same. This means being transparent and open with everyone involved and emphasizing that you share a common purpose. Collaborative negotiation can be useful under normal circumstances, but it’s critical to adopt it now. Both you and your negotiation partners will be better off for it.

This tip is adapted from “Avoid These Traps When Negotiating in a Crisis,” by Adil Najam