all negotiate every day of our lives.
our children, wives or husbands.
buying a house or selling a car.
may be asked to negotiate at work to resolve a union dispute, or
to sell your products. To buy the company stationary or to book
a room for the annual conference.
of us will be called upon to negotiate the buying or selling of
a business and a very few may need the skills to negotiate their
way out of a hostage situation or to appease warring nations.
will get involved in the annual negotiation at salary review time
and some of us find ourselves both as an employee, asking for a
larger increase and as an employer, keeping the increases down.
the next few pages we will be looking at a variety of negotiating
skills, techniques and tricks that you may find useful.
are two basic types of negotiation style and while they both have
some advantages, I would like to dwell briefly on their disadvantages.
The negotiation styles are as follows:
Seller prices high
Seller lays cards on the table
lays cards on the table
notes - Agreement
often lead to conflict.
occasionally lead to brinkmanship.
depend on the strength of the negotiator, not the merits of the
likely to achieve Win-Win.
often result in Lose-Lose.
are never certain if you achieved the results you could have achieved.
the human need to win.
be misunderstood as weakness
the negotiator open to be taken advantage of.
an ideal world Co-operative Negotiation would be the best bet. People
or groups of people working side by side to solve a problem will
find solution faster than using confrontation.
world however, is far from ideal and only through Competitive &
Co-operative Negotiation can you truly achieve Win-Win.
book is not designed to be read once and then put aside. If you
are involved in negotiation as part of your work then keep this
book near to you and refer to it as you go along.
can not pull it out during a negotiation of course, but it is worth
having close none the less. A customer once told me that he keeps
a copy of this book in his top pocket when he negotiates with his
customers. When he gets stuck he will excuse himself and go to the
toilet to check what he should try next. He says the book has saved
him on many occasions from settling for less than he could get.
not sure I would advise the same approach but it is a valuable tool
to have around, even if it is only to compare notes after the negotiation
to see what could have been done better.
book is not designed to be a complete guide to negotiation and the
items in it are not in any particular order. You will discover,
however that while you will not find all these techniques of use
in all your negotiations, some of them will be of value in every
negotiation you undertake. I guarantee that this little book will
pay for itself many times over in just the first few times you use
it and each time you look at it you will see another way in which
you can improve your negotiation skills.
an idea in the book that you find useful and then apply it to your
next negotiation. When it works, use it again to fine tune it to
your style then keep practicing it until it is second nature then
find a new idea and make that work too. The best way to improve
your negotiation skills is to practice, so read through this book
then get out there and do it!