EFBC President’s Message: Core Values at the Negotiation Table

Dear EFBC Members,

I am back with another themed letter, and this time I am thinking about Negotiations, and specifically how they are guided by Core Values.

Negotiations are a core part of any business leader’s role. Whether it’s a high-stakes contract or a simple agreement, we all bring to the table a toolbox of strategies—understanding our BATNA (Best Alternative to a Negotiated Agreement), leveraging data, and staying prepared. But beyond tactics and strategies lies a deeper dimension of negotiation: the alignment with our values.

In the pursuit of a win, our competitive energy as entrepreneurs can be activated, and it’s easy to focus on the tactical and analytical aspects of negotiation. However, the most meaningful and sustainable agreements often come from a softer, values-driven approach. This means prioritizing respect, empathy, and integrity throughout the process.

I am currently working through a high-stakes negotiation around potential M&A for my business. I know the tactics, and I know the data, so I am well-positioned. But I also keep re-visiting both the core values for my business and my personal principles. I am actively seeking to avoid an outcome where I have “won” but caused myself future harm by straying from what has served me well to-date.

As you go through the inevitable negotiations in your businesses, I encourage you to leverage the EFBC way of emotional intelligence, and the support of your forum and the broader EFBC community to help you stick to your personal values.

Warm regards,

Darrin Shillair – EFBC President 2024-2025