Following the Platinum Rule to Negotiation Success

“Do unto others as they would like done unto them.” ~The Platinum Rule

Coined by Dr. Tony Alessandra in his book, The Platinum Rule, the Platinum Rule is a different approach than the Golden Rule, which tells us to treat others the way we want to be treated. The Platinum Rule recognizes that people are different and that not everyone wants to be treated and communicated with in the same ways. This is an important concept to follow in many management and communications situations, and can be particularly effective in negotiations.

People are different, but they are predictably different. Understand that there are four main personality types that when you identify which type the other side is, you can far more effectively communicate and control the negotiation conversation. Being able to read their personality type and mirror their non-verbal queues allows you to speak with them on their level. You’ll start to feel the other side warming up to you – they like you because you’re treating them the way they want to be treated.

The result is that negotiations stay positive and productive. People want to work with people that they like and are comfortable with, and following the Platinum Rule is a simple, yet incredibly effective way to achieve negotiation success.