MM : Ensuring safety in any deal-making : Aug 20, 2007
ENSURING SAFETY IN ANY DEAL-MAKING
– Radhakrishnan Pillai
(This weekly column will explore the relevance and application of Principles and Strategies of Chanakya as discussed in his 3rd Century BC treatise, Kautilyas Arthashastra, in Todays Corporate World)
In any leaders life, theres often a moment when he has to take some critical decisions while striking a big deal. At times, he has to consider the deals financial impact, the morale impact (on employees) and also any future impact it may have on the market he currently holds.
During such difficult times, when he has do decide between the present and the future, Chanakya suggests that the leader consider the safety angle first.
Chanakya says,
He should not follow that policy by resorting to which he were to see the ruin of his own undertakings, not of (those of) the other party (7.1.24)
So, while going in for that big deal, always consider these aspects:
1. THE FINANCIAL ASPECT
Business is about wealth creation, wealth management and wealth expansion. As a leader, one should not miss this critical angle. Secure the wealth that you have created, manage the existing wealth and keep a focus on the wealth that can be created in future. Be non-emotional while dealing with this aspect. However, emotions cannot be left out all the time. This is where the next aspect comes in…
2. THE HUMAN ASPECT
The key asset in any organisation is the human one: Those who created it, and run it. You not only have to take care of their well-being and development, you also have to consider the impact on their morale.
A huge team without any enthusiasm is nothing when compared to a smaller group with an enthusiastic drive to change and excel. Its this enthusiasm which makes the difference in winning a war.
3. THE SOCIAL ASPECT
Now this is very important. Even if the previous two aspects are taken care of while concluding a deal, never miss out on the social impact it may have. The deal may make great money for employees and also the share-holders, but if it causes problems in the environment, ecology or natural settings, you need to think twice.
In the movie Sarkar, which was inspired by Godfather, a similar negotiation scene was depicted.
A drug-dealer comes to the Don and offers him a big deal for getting the necessary sanctions for a drug-shipment meant for the new-found market.
The money offered for clearing the consignment was huge, but the Don refused as he found that even if he or his team make money, it is going to cause a great problem for youngsters and future generations.
Its not easy while negotiating, but its important to negotiate. The thought that is put into the deal-making process, the study and research done, all has an impact on the final outcome.
So sharpen your intellect capacity, broaden your hearts and, with maturity, strike the deal.
(The author is a management consultant and trainer. He is the director of ATMA DARSHAN, a company that conducts spiritual tours. He is available through e mail at radhakrishnan@atmadarshan.com)