In a negotiation scenario at New York State University, doctoral student Peter Carnevale told his participants that they were being watched through a mirrored glass window while they were negotiating. And lo and behold, they suddenly threatened and tried to intimidate their counterparts much more frequently! Most of our seminar participants — including many experienced professional negotiators — have the fixed idea in their heads that they have to be tough as nails in order to be respected as ’negotiators’.
Dominance is not negotiation
Hollywood movies have shaped the image of the negotiator, for whom leadership displayed dominance and who has little interest in exploring the other’s interests or increasing value for either party. The best negotiators, however, use their Negotiation the techniques of deal design, whether it’s corporate acquisitions or that nice hotel room.
Negotiation management means deal design
Of course, this is not easy. Effective negotiation is as if you had a Puzzle should assemble from a thousand parts without knowing the motif. Creativity and openness are the key characteristics for this. Don’t buy into the common myth that win-win is about compromise, or about being naive and soft on your negotiating partner. Negotiation is about being tough and flexible at the same time: tough on your negotiating interests, but flexible on how to get them through.
For the optimal negotiation build a good relationship with the other person from the beginning, but always separate the person from the problem. Use these methods for yourself and the other person: Just as King Midas turned everything he touched into gold, you should turn every negotiation you start into gold for both parties. The Negotiation Book DEAL! from Jack Nasher bears the subtitle “You give me what I want!”; however, it would be complete only with the addition: “And I will give you what you want!”
How you can confidently take the lead in any negotiation. perfect negotiation without putting on airs and graces, but with clever words, we show you in the NASHER Seminar. Registration here!
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