There is usually an excellent reason for something: for doing it, for not doing it. Often we tell the other party this reason. We then think of another idea, and we give that as well. Then a third reason occurs to us, and we add that in for good measure. The problem is that each […]
“Let’s set up a conference call. We are not too thrilled with your customer service and support. And, of course, we will see if we want to continue to spend this kind of money. We will discuss our contract at the meeting.” This was the call my client received from a significant customer of his […]
As a negotiator, do not inadvertently create a competitive environment or transfer power to the opponent. Sounds simple. Not. Why not? Because it is linked to your behavior. Your behavior based on assumptions you have made and the expectations you have created on the other side. Expect the opponent to be competitive, the other party will become […]
My friend, Chris, called to complain about how a homeowner, who has listed her house with him, will not cooperate in staging the home best. He had tried to persuade her with all the logic he could muster. Many negotiators dive into persuasion mode. Skilled negotiators focus on uncovering the real issues. How? With active […]
“Simplicity is the ideal virtue. Oh! how difficult it is to be Simple!” Google placed a simple rectangle for search. Write or ask anything, it will fetch the relevant information. Several other search engines had their websites crammed with everything except search box, placed conspicuously. Google won. Toyota began manufacturing Corolla in the U.S. in […]
Let us face it. Life is a negotiation. You negotiate with your spouse, your children, your colleagues, even your commercial alliances and competitors… the list goes on. If you have read, “The World Is A BAZAAR – LIFE IS A NEGOTIATION – Skills to inject success, creativity, and fun in your life, relationships, and work,” […]
Establish social standards If a clear norm exists regarding intelligent behavior, social comparisons hardly matter in negotiation. Often the rule is not clear, and parties are quick to select appropriate or inappropriate comparisons. In 1998, some enterprise resource planning specialists discovered that those who know SAP software products earn over $200 per hour. Within a […]
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 […]