February 2 is Groundhog’s day. The legend is that winter will either linger for six more weeks or be shortened based on the visual observations of … (wait for it) a groundhog. Spoiler alert, it was a sunny day and Punxsutawney Phil saw his shadow. If you rely on Phil for your weather predictions, prepare for six more weeks of winter.
In negotiations, be on alert for deal makers who behave like groundhogs. You can’t rely on them.
Ground hog negotiators only honor their deal if something better doesn’t come along. When challenges arise, the environment differs, or their feelings change, they may ignore agreements. That means you need to pay closer attention and scrutinize each communication to make sure it accurately reflects your deal.
It’s exhausting to know if you miss something, the ground hogs will use it against you. So, you re-review and over analyze your agreement.
❓Is every term is fully spelled out?
❓Do you understand all the phrases?
❓Do any words alter others or add confusion?
❓Have you developed checkpoints when deliverables are met?
❓What is your plan if a dispute occurs?
❓How do you handle changes?
Negotiating is easier when you deal with those who honor their word, no matter the conditions.
My dad, Byron R. Byars, Jr., was born on February 2. His word was his bond. If things were tough, or we wanted to “opt out” of a promise, Dad reminded us that others relied on our commitment. His reputation for hard work, service, respect, and dedication to our family and the community was revealed in all his professional and personal dealings. Nearly everyone who knew him miss his wisdom, unwavering support, honesty, and fun spirit.
If you want durable deals, strong relationships, and a legendary reputation, negotiate like Byron. Unlike ground hogs, Byrons aren’t afraid of their shadow. That’s because ethical deal makers have actions and agreements that hold up in the light of day.
In Negotiating, Are You as Reliable as a Groundhog?
