Science And Art Of Negotiation

Calendar June 24, 2009 | Posted by Peter

Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. When neither the Zen nor the science works, though, no one wins.

Warm up. Don’t jump into a negotiation cold. Before you even face off with your opponent, figure out for yourself what would count as a victory. What do you exactly want out of the trade-and at what price?

Know when to pass. On the other hand, if the item is far from dreamy-and you’re pretty sure something better may come along later-you could pass on negotiations. Or go for the score. Offer a lowball price. If you win, you won’t be out too much, and if you lose, it won’t leave a mark either. But be certain if you play this game. You could miss this opportunity without a guarantee of future prospects.

Practice before you play. Also, research the item before you make a play on it. This knowledge, such as the going price and quality markers, can work as leverage during the negotiating, too.

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Category Categories: Contract Negotiations, Negotiating To Win, Negotiation Skills, Negotiation Techniques, Win-Win Negotiating | Tag Tags: , , , , | Comments Comments Off

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