When a reference benchmark is not determined and agreed upon in advance, there is a high probability of conflict and deadlock. Each side is tempted to compare itself to a standard that favors its position. Frequently, a clear criterion is not apparent. In such situations, it is even more critical to work with the other […]
Know the other side’s benchmark It’s also important to consider who or what your negotiating opponent has selected as a yardstick. In all likelihood, she wanted favorable comparisons, which may cause her to be overly optimistic about what she can achieve. If so, try to help her adjust her aspirations and work with her to […]
Understand the environment What kind of situation are you dealing with? Does it promote collaborative behavior or adversarial conduct? It is not always that the other side is poor negotiators. Other factors could influence their stance. In general, long-term relationships, voluntary relationships, private informal setting, emotionally detached from the deal and absence of irritants will […]
Let’s face it. Life is a negotiation. Now, imagine Yourself succeeding every day. When you read Trends, Topics, and Tactics, you learn how to: Bring a protracted bargaining process to a stop with a “close” move. Ask, “What would it take to get this done right now?” Establish the other party’s position and expose any […]
What do Tom Brady and Michael Phelps have in common? They know how to respond under pressure. Sports professionals frequently freeze under pressure. However, it is not limited to just sports. It happens in negotiations too. When asked an unwanted question, I have witnessed negotiators freeze like a deer caught in the headlights. This […]
Work place or life in general is full of negotiating opportunities – be it with your supervisor, spouse, customers or peddler in Egyptian bazaar! Let’s talk about customers here. You are an effective negotiator if you can convince the customer to willingly say yes, and mean it, to a proposal that also meets all your […]