The Power of Negotiation: 1. Get the Other Side to Commit First Power Negotiators realize that youre usually better off if you can get the other side to commit to a position first. There are several obvious reasons to adopt this approach: 1. Their first offer might be much better than you hoped. 2. It gives you information about your counterpart before you have to disclose anything. 3. It enables you to bracket their proposal. If they present a price first, you can bracket them, so if you end up splitting the difference, youll get what you want. If they can get you to commit first, they might bracket your proposal. Then if you end up splitting the difference, they get what they wanted. 2. Concentrate on the Issues Power Negotiators know that they should always focus on the issues and not be distracted by the actions of the other negotiators 3. Always Congratulate The Other Side When youre finished negotiating, you should always congratulate the other side. However poorly you think the other person may have done in the negotiations, complement them. Say, Wow-did you do a fantastic job negotiating that.
Posted on: Mon, 07 Jul 2014 01:23:28 +0000