Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Win-Win Power Negotiating > NetSparsh - Viral Content you Love & Share

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn't normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win.

Your reaction to that may be, "Roger, you obviously don't know much about my industry. I live in a dog-eat-dog world. The people with whom I negotiate don't take any prisoners. They eat their young. There's no such thing as win-win in my industry. When I'm selling I'm obviously trying to get the highest price I possibly can, and the buyer is obviously trying to get the lowest possible price. When I'm buying the reverse is true. How on Earth can we both win?"

So, let's start out with the most important issue: What do we mean when we say win-win? Does it really mean that both sides win? Or does it mean that both sides lose equally so that it's fair? What if each side thinks that they won and the other side lost-would that be win-win? Before you dismiss that possibility think about it more. What if you're selling something and leave the negotiation thinking, "I won. I would have dropped the price even more if the other person had been a better negotiator"? However the other person is thinking that she won and that she would have paid more if you had been a better negotiator. So both of you think that you won and the other person lost. Is that win-win? Yes, I believe it is, as long as it's a permanent feeling. As long as neither of you wakes up tomorrow morning thinking, "Son of a gun, now I know what he did to me. Wait until I see him again."

That's why I stress doing the things that service the perception that the other side won, such as:

Don't jump at the first offer.

Ask for more than you expect to get.

Flinch at the other side's proposals.

Avoid confrontation.

Play Reluctant Buyer or Reluctant Seller.

Use the Vise gambit: You'll have to do better than that.

Use Higher Authority and Good Guy/Bad Guy to make them think you're on their side.

Never offer to split the difference.

Set aside impasse issues.

Always ask for a trade-off and never make a concession without a reciprocal concession.

Taper down your concessions.

Position the other side for easy acceptance.

Besides constantly servicing the perceptions that the other side won, observe these four fundamental rules:

Rule one of win-win negotiating: Don't narrow it down to just one issue

The first thing to learn is this: Don't narrow the negotiation down to just one issue. If, for example, you resolve all the other issues and the only thing left to negotiate is price, somebody does have to win and somebody does have to lose. As long as you keep more than one issue on the table, you can always work trade-offs so that the other person doesn't mind conceding on price because you are able to offer something in return.

Sometimes buyers try to treat your product as a commodity by saying, "We buy this stuff by the ton. As long as it meets our specifications we don't mind who made it or where it comes from." They are trying to treat this as a one issue negotiation to persuade you that the only way you can make a meaningful concession is to lower your price. When that's the case you should do everything possible to put other issues, such as delivery, terms, packaging, and guarantees onto the table so that you can use these items for trade-offs and get away from the perception that this is a one-issue negotiation.

At a seminar, a commercial real estate sales person came up to me. He was excited because he'd almost completed negotiating a contract for a very large commercial building. "We've been working on it now for over a year," he said. "And we've almost got it resolved. In fact, we've resolved everything except price, and we're only $72,000 apart." I flinched because I knew that now that he'd narrowed it down to one issue, then there had to be a winner and there had to be a loser. However close they may be, they were probably heading for trouble. In a one-issue negotiation, you should add other elements so that you can trade them off later and appear to be making concessions.

So if you find yourself deadlocked with a one-issue negotiation, you should try adding other issues into the mix. Fortunately, usually many more elements than just the one main issue are important in negotiations. The art of win-win negotiating is to piece together those elements like putting together a jigsaw puzzle so that both people can win. Rule one is, don't narrow the negotiations down to just one issue. While we may resolve impasses by finding a common ground on small issues to keep the negotiation moving, you should never narrow it down to one issue.

Rule two of win-win negotiating: People are not out for the same thing

Rule number two that makes you a win-win negotiator is the understanding that people are not out for the same thing. We all have an overriding tendency to assume that other people want what we want, and because of this we believe that what's important to us will be important to them. But that's not true.

The biggest trap into which neophyte negotiators fall is assuming that price is the dominant issue in a negotiation. Many other elements, other than price, that are important to the other person.

You must convince her of the quality of your product or service. He needs to know that you will deliver on time.

She wants to know that you will give adequate management supervision to their account. How flexible are you on payment terms?

Does your company have the financial strength to be a partner of theirs?

Do you have the support of a well-trained and motivated work force?

These all come into play, along with half-a-dozen other factors. When you have satisfied the other person that you can meet all those requirements, then, and only then, does price become a deciding factor. So, the second key to win-win negotiating is this: Don't assume that they want what you want. Because if you do, you further make the assumption that anything you do in the negotiations to help them get what they want helps them and hurts you.

Win-win negotiating can come about only when you understand that people don't want the same things in the negotiation. So Power Negotiating becomes not just a matter of getting what you want, but also being concerned about the other person getting what he or she wants. One of the most powerful thoughts you can have when you're negotiating with someone is not: "What can I get from them?" but "What can I give them that won't take away from my position?" Because when you give people what they want, they will give you what you want in a negotiation.

Rule three of win-win negotiating: Don't try to get the last dollar off the table

The third key to win-win negotiating is this: Don't be too greedy. Don't try to get the last dollar off the table. You may feel that you triumphed, but does that help you if the other person felt that you vanquished him? That last dollar left on the table is a very expensive dollar to pick up. A man who attended my seminar in Tucson told me that he was able to buy the company that he owned because the other potential buyer made that mistake. The other person had negotiated hard and pushed the seller to the brink of frustration. As a final Nibble, the buyer said, "You are going to put new tires on that pickup truck before you transfer title aren't you?"

That straw broke the proverbial camel's back. The owner reacted angrily, refused to sell his company to him, and instead sold it to the man at my seminar.

So, don't try to get it all, but leave something on the table so that the other person feels that she won also.

Rule four of win-win negotiating: Put something back on the table The fourth key to win-win negotiating is this: Put something back on the table when the negotiation is over. I don't mean by telling them that you'll give them a discount over and above what they negotiated. I mean do something more than you promised to do. Give them a little extra service. Care about them a little more than you have to. Then you'll find that the little extra for which they didn't have to negotiate means more to them that everything for which they did have to negotiate.

Now let me recap what I believe about win-win negotiating:

People have different personality styles, and because of this, they negotiate differently. You must understand your personality style, and, if it's different from the other person, you must adapt your style of negotiating to theirs.

The different styles mean that in a negotiation, different people have different goals, relationships, styles, faults, and different methods of getting what they want.

Winning is a perception, and by constantly servicing the perception that the other person is winning you can convince him that he has won without having to make any concessions to him.

Don't narrow the negotiation down to just one issue.

Don't assume that helping the other person get what he wants takes away from your position. You're not out for the same thing. Poor negotiators try to force the other person to get off the positions that they've taken. Power negotiators know that even when positions are 180 degrees apart the interests of both sides can be identical, so they work to get people off their positions and concentrating on their interests.

Don't be greedy. Don't try to get the last dollar off the table. Put something back on the table. Do more than they bargained for.

Roger Dawson
Founder of the Power Negotiating Institute
800-932-9766
RogDawson@aol.com
http://www.rdawson.com

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

Here Are 5 Ways To Recover If You Get Lowballed In A Negotiation
Forbes
Feeling ripped off is a terrible thing to experience, especially in the context of a business negotiation. This might happen if you think you've gotten low-balled in a negotiation, or when someone has bargained you down in an agreement and gotten you ...


Entrepreneur

Negotiation Basics: 8 Common Questions and Answers
Entrepreneur
Whether I'm on the set of Entrepreneur Elevator Pitch, haggling with shop owners in China or running my businesses, I'm often asked questions on the best approach to negotiation. So, I've compiled some of the most common ones I get, along with my ...


European Western Balkans (press release)

Veseli's negotiation platform criticized by Thaçi and the opposition
European Western Balkans (press release)
PRISTINA – Last week, Speaker of Kosovo's Assembly Kadri Veseli presented a platform for the new round of negotiations with Belgrade. However, the document, the definitive version of which is not yet finalised, has since been criticized by both ...

and more »

Fin24

Eskom and unions to return to wage negotiation table
Fin24
The parties have been negotiating the wage for over two months. "We started on May 10, we started before the [soccer] World Cup – which has now ended – and we are still negotiating," said Phasiwe. "At some point we need to agree or see if we must go to ...

and more »

Mehr News Agency - English Version

US unreliable partner for negotiation: Kharrazi
Mehr News Agency - English Version
He argued that there is no need for American intervention and negotiation with US in order to solve regional problems. “Foreigners should put an end to interventions, and the main actors in the region enter into dialogue and resolve issues themselves.”.


Forbes

How To Say No Nicely And Nine Important Negotiating Skills
Forbes
You've read about it. If you're tough, your male counterparts, peers, and bosses don't like it but they seem to be rewarded for the exact same approach. In fact, odds are your behavior and how you negotiate may be less than optimal. Trying to "act like ...


Bloomberg

Tesla Sharing Technology With China Is 'Subject to Negotiation'
Bloomberg
“For technology transfer, it is a matter subject to negotiation between the enterprises,” Huang Ou, deputy head of the Shanghai government's economy and information technology commission, said Wednesday at a briefing in the city. Ou was responding to a ...
Tesla sharing tech with China 'subject to negotiation'Automotive News (blog)
Tesla Plots Bold China Factory Move, Stays Silent on CostBloomberg

all 532 news articles »

Yahoo Finance UK

How a Salary Negotiation Tactic Resulted in a Felony
Yahoo Finance UK
Take it from Brian McNaughton — cheaters never win. The former associate professor of chemistry at Colorado State University is facing a felony charge of attempting to influence a public servant, after submitting a fake job offer to his employer ...


Forbes

How These 4 Negotiation Tips Keep Entrepreneurs Focused On Success
Forbes
I often get asked to boil down negotiation strategy into a few key pointers, which is a tricky thing for me to do. My shortest list of essential items to consider when preparing for any negotiation currently stands at about 10 elements, and those are ...


No Jitter

Gaining the Advantage in Sole-Source Negotiations
No Jitter
Here's what you need to know to improve your negotiating position even in the absence of competitive bids. It's no secret that at TechCaliber Consulting we believe competitive procurements for network infrastructure and services always deliver the best ...

Google News

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact,... Read More

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... Read More

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

The Most Powerful Persuasion Skill Youll Ever Learn

Criteria ElicitationThis is without a doubt the most important persuasion... Read More

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Barter and Its Benefits

What is Barter? Barter involves 2 parties. Each party wants... Read More

Writing an RFP (Request for Proposal)

A while back, a potential client provided me... Read More

Managing the Sales Negotiation Process

How many times have you heard:"You've got to drop your... Read More

Business: Keys To Negotiating Well

Whether it's buying a car, asking for a pay rise,... Read More

Suppliers as Your Partners in Cost Reduction

This article is one of the many articles still to... Read More

Resolve Conflict In 6 Easy Steps - The BEDROL Method

The principles of Negotiation can work for you in any... Read More

Where to FIND the BEST Employees --

Obviously, you might logically say, "that is good!" You would... Read More

Games are a Reflection of Behavior

You are standing on a small stage yelling, "What's the... Read More

A One Stop Financial Solution

Amy Wright, 34, was extatic when her realtor showed her... Read More

Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

I would like to comment on the "A Beautiful Mind"... Read More

Guidelines for Ambassador Appointments

Ambassadors to other countries are a vital part of international... Read More

Barter: Its Not Just for Doctors Anymore

Time was, in the country, the local "doc" was as... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More

Negotiating Tactics: How To Strike A Negotiable Opening Shot

There is no right or wrong to fire up your... Read More

How Barter Can Help Your Business Online or Offline

How Barter Can Help Your BusinessBarter trade is a powerful... Read More

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the... Read More

The Art of Negotiation in 535 words

I want to get better at negotiation, but where to... Read More

While Youre Waiting

Not long ago, I made a partnership pitch, on behalf... Read More