Use the button at the bottom to forward this newsletter
NGA Newsletter 13 July 2012
|
|
|
Bargaining Skills
A crucial point in any negotiation is when people don't feel safe. You should be watching for this by monitoring both content (what) and conditions (why).
Spotting Negotiation Problems
Notice physical signals:
-
sweaty hands
-
dry mouth or
-
dry eyes
Notice emotional signals:
Anger
-
Shoulders tight or neck hurts
-
Chest tight
Fear
-
Tight stomach
-
Dry mouth
Notice behavioral signals:
-
Raising of voice
-
Finger pointing
-
Becoming quiet
Source: Patterson, Grenny, McMillan, & Switzler (2002) Crucial Conversations: Tools for Talking when Stakes are High. McGraw Hill. See also: Crucial Conversations.
Step Up to Negotiation
Step Up to Negotiation is a one-day refresher for experiened professionals. Click here to learn more about this training. |
|
Have you ever had the sense that there was something going on behind the scenes in a negotiation. Maybe you felt there was an unseen outside party? Who are these other parties and what should you do?
I can think of three dificult situations: First, a negotiator at the table might not have the authority to reach an agreement. Second, one of the parties at the table might have an ally that is not negotiating but seems to be pushing the buttons or pulling the strings. Third, there may be a party waiting in the wings to enter the negotiation when the timing is to her/his advantage.
Each of these situations demands quite different responses. Thus, it is vital to understand which situation you face.
When you sense a problem of this kind, ask questions. This can be done in an unthreatening manner. For example, you could ask a version of this question: "Once we get close to agreement how do you envision what happens next? Can we all agree right here at the table, or do we need to check with someone else? In this case, you could answer for yourself first. That can build trust. A second way to ask questions is to query your co-workers or others who have negotiated with these parties in the past. A third way is to do a little research. For example, you could search their webpage or check newspaper clippings.
|
|
