Are you someone who shies away from negotiation, or does the word itself make you cringe? You’re not alone! Negotiation is often seen as something complex, confrontational, and uncomfortable—but Don Hutson and George Lucas tackle this head-on in The One Minute Negotiator: Simple Steps to Reach Better Agreements. This book simplifies negotiation down to the essentials, offering easy, relatable strategies to help anyone negotiate with more confidence and success.
In this post, we’ll break down the main takeaways from The One Minute Negotiator, share real-life examples that bring the strategies to life, and explore why this book could be a game-changer for both your professional and personal life. Let’s dive in!
Why Read This Book?
Whether you’re negotiating a salary, discussing terms with a vendor, or even trying to agree on movie night with a friend, negotiation is a skill that everyone uses—but not everyone feels comfortable doing. Hutson and Lucas address this common discomfort and give readers a foolproof, step-by-step process to approach negotiation in a way that feels natural, not forced.
One of the book’s central messages is this: you don’t have to be a “tough negotiator” to succeed. In fact, the authors argue that adopting a flexible, adaptable style is often the key to getting what you want while maintaining good relationships. The best part? The techniques in this book can be applied to any situation—big or small—where you need to reach an agreement.
Mastering Your Negotiation Game
Know Your Negotiation Style—What’s Your Go-To Approach?
Hutson and Lucas believe that the first step in becoming a confident negotiator is to understand your own style. They identify four distinct negotiation styles, each with its own strengths and weaknesses. Let’s dive deeper into each one:
Avoiding
This is a style familiar to anyone who finds negotiation intimidating. Avoiders would rather sidestep the conversation altogether than risk confrontation. While avoiding can keep things calm, it often means not getting what you want and even feeling resentful later. For example, someone who avoids negotiation may agree to less favorable terms in a contract just to avoid the discomfort of asking for a change. But Hutson and Lucas emphasize that, with the right preparation, even avoiders can learn to face negotiations with ease.
Accommodating
Accommodators are usually people who value relationships and prioritize harmony over getting exactly what they want. While this can be a good approach in certain situations, it can lead to “yes” responses that don’t truly reflect your needs. For example, if a friend suggests an expensive restaurant you can’t really afford, you might go along with it just to avoid awkwardness. The One Minute Negotiator suggests that accommodators can benefit from standing their ground on non-negotiables while finding other ways to maintain the relationship.
Competing
Competing might sound aggressive, but it’s simply a style where the goal is clear and you’re not afraid to push for it. Competers tend to see negotiations as a win-lose game, but this approach can create tension if overdone. For instance, someone negotiating a high-stakes deal might take a firm stand, refusing to budge even when some compromise could be beneficial. Hutson and Lucas point out that while competing can be effective, a softer touch is sometimes needed to reach sustainable agreements.
Collaborating
Collaboration is often the ideal approach, where both parties work together to create a win-win solution. This style seeks to understand the other side’s needs and find solutions that satisfy everyone. It’s great for negotiations where the relationship is long-term, like between business partners. However, the collaborating style can be time-intensive, and not all situations require such depth. The authors suggest reserving collaboration for situations where both the outcome and the relationship truly matter.
Understanding which of these styles you gravitate toward is key, as it allows you to assess your strengths and pinpoint areas for improvement.
The “One Minute” Solution: A Simple, Three-Step Approach
The magic of The One Minute Negotiator lies in its simplicity. The authors break down the negotiation process into three straightforward steps that can be used in virtually any situation:
- Assess
This first step is all about reading the room. Ask yourself: What’s the tone of this negotiation? What do I know about the other person’s style? What’s truly at stake? Maybe you’re negotiating with a family member about holiday plans, where relationships are key. Or perhaps it’s a high-pressure business negotiation where the outcome matters most. Taking just a moment to assess can reveal which approach will work best. - Choose
Once you’ve assessed the situation, select the negotiation style that fits best. Let’s say you’re negotiating a project deadline with a team at work. After assessing the stakes, you might decide that collaboration is the right approach to foster teamwork. But in a salary negotiation, a competing style might better convey your commitment to fair compensation. The ability to “flex” your style based on the scenario is what makes the One Minute method so effective. - Act
Now that you’ve assessed and chosen your approach, it’s time to take action. When it comes to negotiation, the key is to execute your plan confidently. That doesn’t mean being overly assertive—it just means staying consistent with the approach you’ve chosen. If you’re collaborating, for instance, open the conversation with questions that show you value the other person’s input. If you’re competing, lead with clear evidence that supports your position.
The authors stress that this three-step process—Assess, Choose, Act—can be applied in as little as a minute. It’s a mental framework you can carry with you into any situation, helping you negotiate with confidence and precision.
Bringing the Strategies to Life (Real Examples)
Exp 1: Negotiating a Discount with a Loyal Customer
Imagine you’re running a small online store, and a long-time customer reaches out, asking for a discount on a bulk order. You appreciate their loyalty, but offering discounts on every big order isn’t sustainable for your profit margin. This situation presents an ideal chance to assess the stakes and choose a strategy that balances profit and customer satisfaction.
- Assess
Your customer is important, and you want to keep them happy. But you also need to think about the long-term impact of giving discounts too freely. The stakes are high, as this decision could set a precedent for future orders. - Choose
In this case, a collaborating approach might work best. You want to show that you value the relationship while finding a mutually beneficial solution. - Act
Instead of simply saying “yes” or “no” to the discount, you could say, “I really appreciate your loyalty! For this order, we can give you a small discount, and if you’re open to a subscription or a repeat order, we’d be happy to offer even better pricing over time.” This approach not only meets the customer’s needs but also aligns with your business goals.
Exp 2: Asking for a Raise at Work
This is a classic example where people often feel uncomfortable and, as a result, avoid the conversation altogether. But if you want fair compensation, you need to address it.
- Assess
Take stock of the situation: How is the company doing financially? What’s the culture around raises? What contributions have you made recently that demonstrate your value? - Choose
Given that you’re advocating for yourself, a competing approach may be appropriate here. You need to assert your case confidently to ensure that your value is recognized. - Act
Approach the conversation with evidence of your performance and accomplishments. For example, “Over the past year, I’ve managed three major projects that contributed to a 15% increase in team productivity. I’d love to discuss a salary adjustment to reflect this impact.” By using the competing approach, you’re assertive yet professional, and you’re prepared to support your position without hesitation.
Exp 3: Planning a Family Vacation
Even casual negotiations can benefit from the One Minute approach! Picture this: you’re planning a family vacation, but everyone has a different opinion on where to go. You want the trip to be enjoyable for everyone, but also manageable.
- Assess
This is a low-stakes negotiation, but relationships are crucial here. A solution that makes everyone reasonably happy will create a better vacation experience. - Choose
Collaborating is likely the best approach here, as it allows each family member to feel heard. - Act
You might say, “Let’s all write down our top three places to visit and find somewhere that includes things each person wants.” By involving everyone in the decision-making, you’re able to reach a compromise that considers each person’s preferences.
Join the Conversation!
The One Minute Negotiator is more than just a guide to formal negotiations; it’s a framework you can use in your daily life. From big meetings to everyday decisions, these simple steps can help you navigate any conversation where you need to reach an agreement.
So, what’s your take? Do you see yourself as an Avoider, Accommodator, Competer, or Collaborator? Have you tried any of these strategies in your own life? Leave a comment below with your thoughts, tips, or even a negotiation story of your own! Let’s build a community where we can all get better at negotiating confidently.
5 Powerful Quotes from The One Minute Negotiator
“Every negotiation is an opportunity—not a confrontation.”
This quote reframes how we view negotiation. It’s not about winning or losing; it’s about reaching better outcomes together.
“Avoiding negotiation may feel safe, but it often leads to poor results and missed opportunities.”
A gentle push for all the avoiders out there. Hutson and Lucas remind us that growth—and better agreements—only come when we engage.
“The most successful negotiators are the ones who can flex their style to meet the moment.”
Flexibility is key. Rather than sticking to one way of negotiating, adapt based on who you’re dealing with and what’s at stake.
“Preparation doesn’t have to take hours—but it should never be skipped.”
Even a minute of intentional thought can dramatically change how you approach a conversation. That’s the One Minute magic.
“The ultimate goal of negotiation is not to win—it’s to reach an agreement that works for both sides.”
This captures the essence of the win-win mindset. Success isn’t just getting your way, it’s building lasting agreements and relationships.
