Jerry Wilkerson writes an interesting article about negotiation and the franchise relationship that is posted on Franchise Chat:

As the song by Joni Mitchell goes; ” I’ve looked life from both sides now,” and, I have. (The song was part of the opening ceremonies at the 2010 Canadian Winter Olympics, and keyed my imagination.) After spending more than three decades within the business of franchising, I’ve expanded my insight to see more clearly both sides now in the franchise relationship. Moreover, I realize there truly is an art to franchise negotiations for both parties to succeed. And both sides had better be ready for the other in this transforming economy.

A fellow named Herb Cohen, put it this way, “If you want to persuade people, show the immediate relevance and value of what you’re saying in terms of their needs and desires… Successful collaborative negotiation lies in finding out what the other side really wants and showing them a way to get it, while you get what you want.” Indeed, and so relative to franchising.

In franchising we must play by the rules. From the original franchise contract to renewals, the rules are specified within the agreement between the franchisor and the franchisee. However, there are times these topics could be negotiable, considering the new normal economy.

I learned from some of the best hagglers in the world after working for 10 years on Capitol Hill in Washington, D.C. We have all met rascals who, in a fifty-fifty proposition, insist on getting the hyphen, too. In franchising we strive for what is considered fair, just, and equitable for all parties involved in the legal concurrence.

Good franchisors are interested in franchisees’ ideas, and franchisees are interested in the range of experience franchisors bring to them. Neither side needs to cheat or bend their values, or regulations, to succeed in business through franchising. As with playing a game, it’s not really fun to win by breaking the rules. So, who of us dares to win?

In the business of franchising, one can still beat the competition, stick with what they believe in, follow the rules of the contract, and prevail without being deceitful. Each must know the rules, understand them, be willing to accept or question the rules, and challenge for change, while advancing the system.

Read More at: Franchise Chat