Negotiations: For better or for worse

  

    When you really think about negotiating, you think back on the many times you pleaded with your parents for something you really wanted. As a kid, you was only thinking about yourself and not really looking at the bigger picture. Once you got that toy, you didn’t care if that was your mom/dad’s last dollars. When you got older, you realized you have to think about both parties and concealing your emotions help. The same applies in business. I interviewed Betty Richardson, the accountant for the Memphis Job Corps Center (MJCC).

    Richardson has been the accountant for MJCC for 16 years. She explains to me that when you are dealing with money, the emotions are high. “Everyone has emotions but the truth is everyone can’t control their emotions. "The key is controlling your emotions at all times.” Richard has three children and knows a few things about negotiating and emotions. When I asked her about emotions in the workplace, she said that it was no different from what she experience with her children.

    As an accountant for MJCC, Richardson negotiates with people on a personal level. When I asked her what she meant by that, she replied by saying that people’s money is very personal to them. Either way you look at it, everyone wants to ensure that they are receiving all the money they worked for. Sometimes employees come to her office and are emotional about missing some money on their paychecks. Richardson says she always keep her emotions in check because it gives her control of the situation and separates the people from the problem. Richardson tells me that there are times when she negotiates with employees about vacation time. She helps employees pick times that will benefit both the employee and the business.

    The last thing I asked Richardson about was having a BATNA and being appreciated. Richardson says having a BATNA is something you should always have, not just for yourself but also for the negotiation as a whole. “A BATNA keeps you in control either way.” Richardson says appreciation means a lot. “A simple thank you goes a long way.” She ends by telling me about the time a lady from corporate told her how she really appreciate the work she has done for the company.

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