Negotiation Specialists
As negotiation professionals, we find that we are often asked the same questions.
"How do I deal with a power imbalance?"
"How do I avoid conceding defeat too early?"
We've condensed some of these problems down into handy help sheets.
You're welcome to read, print and distribute them.
Negotiation is the process by which we obtain what we want from somebody who wants something from us. It is as simple and as complex as that.
During a recent workshop the participants realized that they had a quite a negative attitude towards tradeoffs. We thought it would be valuable in this article to examine this issue.
How do you get someone to negotiate who won't or doesn't want to? How do you cope with family, colleagues, unions, clients, etc who just make demands or use bribes threats or emotional blackmail?
No one will really negotiate with you unless they believe that you can either help them or hurt them and that you probably will. They may go through the motions for politeness sake, but they will not make a real effort to change their package, proposition or position, to meet your needs unless they perceive that it's to their advantage to do so.
One of the main barriers that block effectiveness, particularly in managers dealing with industrial relations negotiations is a desire to be seen to be `reasonable'. This seems to stem from a real need to look good - to be unrattled - not to be passionate.