In most negotiations, both sides move from their original positions.
Each compromises by making some concessions to reach an agreement. There
are twelve major do's and don'ts of negotiating for a compromise or a
concession. We'll review three of them here:
1)Never fear to negotiate. Resist your embarrassment or fear of trying. Remember, as we always say- you get in life and business what you negotiate. We don't approach negotiation as a battle or a competition- so there is nothing to be anxious about or afraid of. Instead, we approach negotiation as a kind of problem solving exercise, one where we are using all of our capacities to find a very positive outcome for both parties.
2)Leave some room to compromise. It can be tempting to drive a hard bargain, but this often leaves you too little room to reach an agreement. If you want to retain the business or personal relationship after the negotiation completes, be sure to consider whether the other party has also attained enough of their goals in the negotiation process. Keeping an eye out to the health of the future relationship is a good idea, whether the negotiation is business or personal. There is no benefit to grabbing all you can in the first round and destroying the relationship in the process.
3)Get something in return whenever you make a concession. Activate the mindset of "I give you this, you give me that." There is great danger in giving too many large concessions too early; it is very difficult to recover from this and your results are likely to be poor. In part, this is because giving concessions without getting something back changes the expectations of the other party. They will be quite willing to let you do all the work and keep giving them what they are asking for.
There are several other strategies for managing compromise and concession-making in negotiation. We've just covered a few of them here.
Just remember that negotiation is not a battle or a war.
Too many people fear negotiation in the first place and then move too quickly to a compromise when they do negotiate.
This leads to an experience of imbalance in the interaction and can make it more difficult to reach an equitable deal for both parties.
1)Never fear to negotiate. Resist your embarrassment or fear of trying. Remember, as we always say- you get in life and business what you negotiate. We don't approach negotiation as a battle or a competition- so there is nothing to be anxious about or afraid of. Instead, we approach negotiation as a kind of problem solving exercise, one where we are using all of our capacities to find a very positive outcome for both parties.
2)Leave some room to compromise. It can be tempting to drive a hard bargain, but this often leaves you too little room to reach an agreement. If you want to retain the business or personal relationship after the negotiation completes, be sure to consider whether the other party has also attained enough of their goals in the negotiation process. Keeping an eye out to the health of the future relationship is a good idea, whether the negotiation is business or personal. There is no benefit to grabbing all you can in the first round and destroying the relationship in the process.
3)Get something in return whenever you make a concession. Activate the mindset of "I give you this, you give me that." There is great danger in giving too many large concessions too early; it is very difficult to recover from this and your results are likely to be poor. In part, this is because giving concessions without getting something back changes the expectations of the other party. They will be quite willing to let you do all the work and keep giving them what they are asking for.
There are several other strategies for managing compromise and concession-making in negotiation. We've just covered a few of them here.
Just remember that negotiation is not a battle or a war.
Too many people fear negotiation in the first place and then move too quickly to a compromise when they do negotiate.
This leads to an experience of imbalance in the interaction and can make it more difficult to reach an equitable deal for both parties.
Next time you are in the process of negotiating for something, try
slowing down. Consider your concessions carefully. Don't give something
without getting something in return. Plan your next move. Make it a
game.
See how much you can get, and how much you can give, and, who knows- you might even find negotiation is really fun.
By Chester Karrass
See how much you can get, and how much you can give, and, who knows- you might even find negotiation is really fun.
By Chester Karrass
http://www.sooperarticles.com/
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