Monday, January 10, 2005
Inc.com | Negotiator, Know Thyself
Inc.com | Negotiator, Know Thyself
"4. Bargain on behalf of someone or something else, not yourself. Even competitive people feel weaker when they are negotiating on their own behalf. Cooperative people think they are being selfish to insist on things coming out their way.
Fine. Think about other people and causes--your family, your staff, even your future 'retired self'--that are depending on you to act as their agent and 'bring home the bacon' in this negotiation. Then bargain on their behalf.
5. Create an audience. People negotiate more assertively when other people are watching them. That is why labor negotiators are so tough--they know the union rank and file are watching their every move. Tell someone you know about the negotiation. Explain your goals and how you intend to proceed. Promise to report the results.
6. Say, 'You'll have to do better than that because...' Cooperative people are programmed to say 'yes' to almost any plausible proposal someone else makes. To improve, you need to practice pushing back a little when others make a bargaining move.
A simple phrase that works is 'You'll have to do better than that because...' (fill in a reason). The better the reason, the better you will feel about it, but any truthful reason will do. Many people will respond favorably if you make a request in a reasonable tone of voice and accompany it with a 'because' statement.
7. Insist on commitments, not just agreements. Cooperative people trust others more than is good for them, and they think an agreement is all that is needed to ensure that performance will take place as promised. Don't be so trusting. Agreements are fine if you have a solid basis for believing that the other party's word is its bond. But be sure you have that foundation before risking all the work you have invested in a negotiation. If you don't know the peo"
"4. Bargain on behalf of someone or something else, not yourself. Even competitive people feel weaker when they are negotiating on their own behalf. Cooperative people think they are being selfish to insist on things coming out their way.
Fine. Think about other people and causes--your family, your staff, even your future 'retired self'--that are depending on you to act as their agent and 'bring home the bacon' in this negotiation. Then bargain on their behalf.
5. Create an audience. People negotiate more assertively when other people are watching them. That is why labor negotiators are so tough--they know the union rank and file are watching their every move. Tell someone you know about the negotiation. Explain your goals and how you intend to proceed. Promise to report the results.
6. Say, 'You'll have to do better than that because...' Cooperative people are programmed to say 'yes' to almost any plausible proposal someone else makes. To improve, you need to practice pushing back a little when others make a bargaining move.
A simple phrase that works is 'You'll have to do better than that because...' (fill in a reason). The better the reason, the better you will feel about it, but any truthful reason will do. Many people will respond favorably if you make a request in a reasonable tone of voice and accompany it with a 'because' statement.
7. Insist on commitments, not just agreements. Cooperative people trust others more than is good for them, and they think an agreement is all that is needed to ensure that performance will take place as promised. Don't be so trusting. Agreements are fine if you have a solid basis for believing that the other party's word is its bond. But be sure you have that foundation before risking all the work you have invested in a negotiation. If you don't know the peo"
