Key Questions / Negotiating Responsibly by Alain Lempereur, ESSEC Professor
Alain Lempereur, Professor at ESSEC Business School presents the key questions in order to negotiate with success. Using a quote from Cardinal de Richelieu, Professor Lempereur shows that negotiation is a continual process. Negotiation is also about people, about building a relationship. If you want to be successful you need to build a relationship with the people you are negotiating with. If you do that then it is much easier to get your problems solved.
Video transcript: Qui a dit ? "Négocier sans cesse, ouvertement et secrètement en tous lieux encore même qu'on n'en reçoive pas un fruit présent, est du tout nécessaire au bien des Etats". Who said? "Negotiating all the times openly and secretly in all places independently of a present fruit is very important, essential for the State". Who do you think it is? It is Cardinal de Richelieu he was a prime minister in the seventeenth century and he wrote this in 1644. You know he wrote an the entire chapter of his political will that he devoted to what he called the "continual negotiation", la "négociation continuelle". It was a very interesting quote. He says "all the time". He means that negotiation is a process. We do it everywhere. We do it openly, secretly. That's about process but the end of the quote is very interesting too: he said you need to negotiate independently of a present fruit. What does he mean by that? He means that you need to negotiate the relationship, you need to build the relationship. He says negotiation is also about people. It is not simply about the present fruit. It's not simply about getting your problem solved. So you see, Richelieu had it alright. He knew that negotiation if you want to be successful, you need to get the relationship right, build a relationship with the people because he knew that if you do that then it will be much easier for you to get your problem solved. I even go further if you do not have a relationship with people it's very hard to get anything done and your problem solved. He was aware that it was going on all the time that it was an ongoing process. Keep in mind this quote from Richelieu because it captures the essence of negotiation.