Business can learn negotiation from Madiba

MEDIATION expert John Brand described Nelson Mandela as one of the greatest negotiators in South Africa. Brand was speaking at a seminar that was hosted by law firm Bowmans recently.

Brand said businesses should take a leaf out of Mandela’s book on patience.

“As a mediator I’ve learnt that patience will always help people get to a mutual understanding,” Brand said.

Mandela spent more than 27 years mediating and negotiating the unbanning of the ANC, the dismantling of apartheid and his own freedom after 27 years of imprisonment.

He faced challenges as a negotiator and mediator – the ANC and the government refused to negotiate because they saw negotiations as a sign of weakness.

Organisations needed to have proper preparations in order for both parties to have mutual gain and a comprehensive settlement, Brand said.

“As mediator I’ve seen how difficult it is for parties to negotiate and hear each other’s side. Mandela made sure that the ANC got what they wanted to achieve – not what he wanted for himself. I’ve seen how poorly people prepare for negotiations. Unsuccessful negotiators spend less time preparing. Unlike Mandela, who used his time in prison as a way to find a good deal that would benefit both parties,” he said.

Brand said the business world needed to learn to separate the people from the problem as Mandela did.

“Mandela focused on the problem (negotiating the unbanning of the ANC, the dismantling of apartheid and his freedom) instead of focusing on the skin colour of the person who was sitting across the table of the negotiations.”

Mandela understood one of the basic tenets of negotiations – your negotiating power is fuelled by the strength of your alternative to settlement, which is better known as BATNA (Best Alternative to a Negotiated Agreement).

“The greatest deadlock is that parties don’t have time to choose the best alternative way to a better settlement. Mandela realised that violence was not going to bring good negotiations by the government and the ANC.”

Brand quoted Mandela when he talked about how important it was to understand and be understood.

“I learned to have the patience to listen when people put forward their view, even if I think those view are wrong. You can’t reach a just decision in a dispute unless you listen to both sides.”

Mandela saw himself as a leader not a mere messenger.

“Mandela developed a mutual gain outcome for the people – the middle ground between white fears and black hopes. He understood the difference between the people’s interest and position.” Brand said.

“He was very cautious at building relationships to get the mandate he needed. He communicated openly and honestly to gain people’s trust. He was an expert in developing a human bond,” Brand said.

“It is important to build a relationship based on trust with any company or organisation you are doing business with.”