This week, 92 of the world’s greatest golfers are expected to gather in Augusta, Georgia to compete in what many consider to be the sport’s most prestigious tournament — The Masters. Virtually every one of them is likely to have a nearly flawless and effortless swing, and most will almost certainly be capable of hitting the ball close to 300 yards — or even more — with his driver. It’s also a safe bet that each will also be proficient with his irons, sand wedge and putter.

So what will set the eventual winner apart from the rest of the field? In all likelihood, the championship trophy and green jacket will go to the golfer who best conceives and most consistently executes his personalized strategy for dealing with the unique challenges presented by Augusta National’s undulating design and difficult pin placements for the entirety of the four-day tournament — a tournament that happens to coincide this year with Good Friday, Passover, and Easter Sunday, which seems particularly fitting given that the 11th, 12th and 13th holes at Augusta have come to be known as “Amen Corner.”

I’ve long espoused the theory that the best golfers and best negotiators share much in common. They are exceedingly polite. They are adept at managing risk and approach their task with carefully considered strategies designed to pursue their objective as aggressively as possible, while limiting, to the extent possible, their exposure to the obstacles, traps and hazards they will necessarily confront. They know when and when not to take chances, taking into account their own strengths and weaknesses and the strengths and weaknesses of their opponents.

Golfers arrive at every hole knowing, in advance, exactly where it will end. With that ultimate destination in mind, the great golfers then engage in “reverse engineering.” They analyze each hole in reverse to pinpoint the location from which they are likely to be most effective in hitting their next shot. Working backwards, they determine where they want their approach shot to land on the green, which dictates where they will need to be when they hit their approach shot, which, in turn, will determine how far and where they will need to drive their tee shot. Ordinarily, a golfer’s first shot covers the greatest distance, with each successive shot progressively shorter. Of course, golfers may need to make mid-course corrections depending upon how well they — and their opponents — execute their plans.

Those who are masters at negotiating tend to approach negotiations in a strikingly similar way. They first identify the target and then design a strategy to reach that target, calculating exactly how much distance they will need to cover. Working backwards, they, too, divide the distance into separate and increasingly smaller moves. When necessary, they make adjustments to account for changed circumstances and/or the actions of their opponents.

Consider approaching your next negotiation the way Tiger, Phil, Rory, Hunter and the others will approach Augusta. Identify the target and calculate the distance between start and finish. Divide that distance into successively smaller moves. Make mid-course corrections as needed. Be unfailingly courteous at all times. By the end of the day, chances are that everyone will be shaking hands. For those who master the art of negotiation, settlement is par for the course.

As always, it would be my pleasure to assist you and your clients in the dispute resolution process. Please don’t hesitate to contact me if I can be of service.

Best regards . . .

Floyd J. Siegal
fjs@fjsmediation.com