I recently came across an article about my grandfather Rubin Latz’s death on the front page of the Minneapolis Morning Tribune on December 25, 1948. A long-time Minnesota labor leader and close friend of former U.S. Vice President Hubert H. Humphrey, I’m told he was quite the collective bargainer and negotiator.
Four things stood out in this article that constitute fundamental qualities of all successful negotiators.
1. Perseverance through Adversity
According to the article, he emigrated from Lithuania in 1906 and was “completely ignorant of English, [so] he enrolled in the kindergarten class at Madison school. There the 20-year-old youth was the object of derision among his 5 and 6-year-old classmates. With the teacher’s encouragement, however, he stuck it out.”
I can just imagine the ridicule he must have endured as a 20-year-old immigrant among 5-year-olds. But he persevered, worked hard, and accomplished his goal.
In fact, his command of English later enabled him to write a weekly column in a union publication (I guess I come by column writing naturally).
Perseverance through adversity forms a core element of all effective negotiators. The best deals rarely come easily and often require many twists and turns before getting closed.
2. The Ability to Put Your Ego Aside
You can’t have a big ego if you’re willing as a 20-year-old to sit next to 5-year-olds to learn English.
Of course, we all have egos. But the ability to put it in your back pocket and keep it from undermining your negotiations takes skill and effort – and is a crucial trait for excellent negotiators.
3. Stepping into Your Counterparts’ Shoes
My grandfather owned and ran several drycleaners in rural Minnesota and, after the Depression hit, ended up working as an employee in a Minneapolis drycleaner. Understanding the perspectives of both employers and employees empowered him to negotiate better for his union.
Fundamentally appreciating your counterpart’s underlying needs and interests is a critical negotiation skill.
4. Honesty and Integrity
The article noted that “[a]s business agent of the Laundry Workers union, Mr. Latz dealt [negotiated] with more than 70 employers. Most of them had a high opinion of his honesty and fairness.”
Importantly, this reputation – a real driver of negotiation effectiveness – derived from his counterparts, the employers on the opposite side of the table. What your counterparts say about you – after your negotiation – forms the basis of your reputation.
I never met my grandfather Rubin Latz, as he died long before I was born. I have learned from him, though, and his negotiation lessons live on.
Latz’s Lesson: The most effective negotiators persevere through adversity, put their egos in their back pockets, step into their counterparts’ shoes, and act with honesty and integrity.
* Marty Latz is the founder of Latz Negotiation, a national negotiation training and consulting company that helps individuals and organizations achieve better results with best practices based on the experts’ research. He can be reached at 480.951.3222 or Marty@LatzNegotiation.com.