Moses, Pharaoh, and the Art of Negotiation — Timeless Lessons From Exodus

A Negotiation That Changed History

There is much to learn about negotiation from the word of God, and negotiation is a part of life that all of us participate in from birth till death. The story of Moses and Pharaoh is arguably the greatest negotiation in human history — and it contains principles that are just as relevant in a boardroom, a market, or a conversation with an adversary today as they were in ancient Egypt.

God appoints Moses to go and deliver the people of Israel out of Egypt. Moses does not feel that he is qualified for the job. Moses argues with God, and if you count, Moses goes three rounds with God, and God wins in the end. How is it that God wins the argument with Moses? God has made a decision and He is absolutely sure that He is right and is not willing to take a "no" for an answer. Some might call this stubbornness, others ought to call it determination and assurance that this is the right thing to do.

Being a discouraged and depressed person is not a permanent situation, for anyone. A person can change. God can equip a person of that demeanor and enable him to stand tall in front of his opponents. Moses was assured, and sure of the righteousness of his demand from Pharaoh. You can't negotiate if you have any doubts of the righteousness of your demands. You have to know for sure that your demands are righteous and just. There is no room for compromise when you are sure of your righteous demands.

The Principles — Point by Point

Here are the principles that emerge directly from Moses and Pharaoh's confrontation.

God's willingness to hear Moses' reasons for rejecting the offer, and to give a one-on-one response to every objection, is a model for any negotiation. When negotiating, give your opposition the time and the respect to make his side of the argument and respond point by point, concentrating on a proper logical response. You can't negotiate with people for whom you have no respect or feel superior to. You have to look at people on eye level and respect their dignity. Only in this way can you really negotiate and win.

Moses does not go alone in the negotiation with Pharaoh. He comes with Aaron, his brother. Moses states the goal of his negotiation right out at the beginning: "Let my people go!" This is an outrageous demand. What makes this so outrageous is that here you have a person who, for forty years, has been a fugitive from the law, and without much self-confidence.

When you win the negotiation to your satisfaction, make practical steps to quickly seize the opportunity to do what you negotiated and put it into action. It does not pay to spend energy to negotiate and then be lax in putting the object of your negotiation into action.

You must have some "tricks up your sleeve" to demonstrate to the other side that you are strong, capable, independent, and able to withstand anything that the other side can dish out. You might not have the same scope of "signs and wonders" that Moses received from God, but among "signs and wonders" that you can pull out of your bag are historical events and previous accomplishments that can point to your record and your previous successes.

The Most Important Principle — Negotiate for Something Bigger Than Yourself

Make sure that your stubbornness or determination is not out of your selfish, greedy motives, but out of a much bigger mission of doing the right thing, and being a blessing to your greater goals in life — your people, your nation, your family, your community, your divine mission in life. Only when you are not "working" to satisfy your greed and your selfish ambition can you stand firm and not compromise.

We have to be kind and controlled, and to respect the other side, but at the same time believe in what you want and be sure that it is not selfish and motivated by greed, and that as a child of God you have God's interest to be your interest for the greater good.

From my experience in negotiating in the Jerusalem Old City market, I learned that weakness or lack of confidence does not help you in negotiation. Reading again the book of Exodus is inspiring me to be strong, determined, uncompromising for everything that is clearly true and pure according to the word of God.