Dear Editor,
I understand now why St.Maarten, Aruba, Curaçao keep failing in negotiating with Holland. The approach is wrong from the beginning.
A wise negotiator establishes the relationship before proceeding further. You are best positioned to negotiate when the other party respects you, not only as a businessperson but as a human being.
Trust, which is gained through that respect, is the key to successful negotiation. We of the Dutch Caribbean approach negotiating with Holland telling ourselves, “Don’t trust the Dutch.”
In every negotiating act, there must be some trust. If there is no trust then do not start. But in St.Maarten and Aruba and Curaçao’s manner, I believe they are afraid to fail or they have an inferiority complex. Enter a negotiation without proper preparation and you’ve already lost. Pay attention to timing. Leave behind your ego. Listen well. Ask what is possible, and expect to compromise. You must offer and expect commitment.
Don’t absorb their problems. Both parties in a negotiation must trust that the other side will keep up with promises and agreements. A negotiator must have the skills to implement his promises after bargaining ends. The conclusion is to make sure from both sides that the objective and the time of fulfillment are set and will not change.
Emotion, luck, and magic have no place in a successful negotiation. I quote now from a professional negotiator: “It takes an iron gut, homework, street smarts, and unblinking discipline. These keys will unlock your ability to get the best deal possible under any circumstances. Preparation is key.
“Know about the party you’re negotiating with so you can capitalize on your strengths and the party’s weaknesses. If the other party is very experienced, that means he or she also has a history that could contain useful information. If possible, talk to business associates who have dealt with this person before. Many negotiators develop patterns and certain styles that you may be able to use to your advantage.”
St. Maarten, when negotiating you must know your strengths and what you can offer or not, and be honest with it. Never lie in negotiating. People can forgive, but trust is always difficult to regain.
Stop believing every Dutch person is bad and has no good intentions, that is your emotions acting without the benefit of your intellect. If the major superpowers like the USA, China, Europe can negotiate weapons of mass destruction deals, why can we not negotiate financial deals?
If you cannot or are not willing to deal with Holland why do you want to be in government? This present situation of major challenges is the best opportunity to show St. Maarten people you are the people or person best to lead St.Maarten. If you are afraid, you are not ready for prime time. The people in St. Maarten want to see leaders who are not afraid of a challenge and are willing to instill hope through positive action. If you want to be independent you must learn to negotiate.
Choices have consequences, choose wisely.
The Patriot Miguel Arrindell
