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This not a negotiation: beyond win-win?
When is a negotiation not a negotiation? And can we do even better than win-win?
In the HSBC Architecture team, we aspire to the three dimensions of architecture excellence we call Zang Jing Ge: technical excellence, communication mastery and leadership power. In a recent article, our Head of API Integration and Microservices, Marco Tedone, argued that we need a fourth dimension: negotiating skills, or Minghzhi De, meaning ‘wisdom’.
I agree that all architects need good negotiating skills, and believe that we can fit them in the centre of the Zang Jing Ge model: good negotiation needs technical excellence (knowing what you want), communication mastery (getting the other party to understand your position and goals) and leadership excellence (leading everyone, if possible, to a win-win outcome).