subject: Best Practices In Negotiation: Captain Kirk's Enterprising Secret [print this page] Best Practices In Negotiation: Captain Kirk's Enterprising Secret
I'm a big William Shatner fan, and I've always enjoyed his many Star Trek incarnations as Captain James T. Kirk of the Starship Enterprise.
But even more impressive than this portrayal is Shatner's ongoing ability to line-up acting jobs, especially at an advancing age.
When other actors of his vintage have turned to vinegar, or to real estate sales, Shatner keeps working like a thespian Energizer Bunny.
For instance, the other night I saw him in a credible cameo appearance in the comedy, "Dodgeball."
How does he do it? Why is his phone constantly ringing with job offers?
"I work cheap," he deadpanned in a recent interview.
He made a decision that working beats idleness, aka, waiting to work. Realizing that he might not command marquis money anymore, he settles for somewhat less, while grossing more, overall.
For example, he took the spokesperson job for what was a fledgling entity, Priceline.com, where he ungracefully karate chopped travel expenses in TV ads. "Hack work," some professional peers might have called it.
Initially, it didn't look very promising, yet it reportedly earned him a ton.
Which brings us to our point: When negotiating, does it actually pay more to demand less, in the form of compensation? Or, does it work the other way around: Does he that asks more, earn more?
Typical wisdom points to the latter. But Captain Kirk seems to have found a wormhole in negotiations. Financially, he seems to go farther, faster, by not overreaching.
In many occupations, such as acting, it pays well to "stay busy" with work, limiting your idle times. For example, the performer that hooks up with a long-running Broadway or West End show can actually save a tidy sum, while keeping his or her skills sharpened.
Likewise, extensive consulting gigs have almost always had a salutary effect on my savings accounts.
The key is that looking for work doesn't pay a thing until you find it, and you actually start working. If you sell TIME, it is a wasting asset, no more of it can be made. So, accepting "less than you're actually worth" can help you to come out ahead in the long run, providing you bargain for a long run of work.
Shatner must have realized that being a film and TV star pays well, when it is paying. But if you factor in lengthy bouts of unemployment, what seemed a Captain's feast gets whittled into table scraps.
By analogy, consider the landlord that would like to get $1,300 per month for a unit. The present occupant says he needs to cut expenses and would appreciate a $100 per month reduction, to $1,200. The landlord holds fast to his position and the resident leaves.
One month passes, and no new tenant arrives on the scene. Two months, and the place is still vacant. Finally, at the 90 day mark, someone moves in and pays the required $1,300 per month.
It will take THREE YEARS for the landlord to recoup his asset's 90 days of idleness. Had he simply reduced the rent of his existing tenant, he probably would have been better served in both the short and long term.
Holding out for better pay or for a better opportunity may cost more than you think. Sometimes, it is a best practice in negotiation to knowingly and willingly accept slightly less for your labors.
Just ask Captain Kirk, who by staying busy is light years ahead of his peer group of actors.
Dr. Gary S. Goodman is a top speaker, sales, service, and negotiation consultant, attorney, TV and radio commentator and the best-selling author of 12 books. Creator of the popular training program, "Best Practices in Negotiation," Gary conducts seminars and speaks at convention programs around the world. His new audio program is Nightingale-Conant's "Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing." He can be contacted about professional speaking and consulting opportunities at gary@customersatisfaction.com.
