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September
18, 2008
Improve The Outcome Of Any Negotiation
Interview with Daniel Shapiro,
co-author of
Beyond Reason
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Mike
Carruthers:
Do you like to negotiate? Most people don't, but perhaps it's
all in how you approach it
Daniel Shapiro:
I think negotiation is a creative endeavor. People often exclude
creativity from negotiation. But one of the most powerful skills
a person can have is to bring creativity into a negotiation.
Daniel Shapiro,
co-author of the book
Beyond Reason: Using Emotions As You Negotiate…
Once I understand
your interests and, your concerns, once you understand mine,
we can then start creatively brainstorming options that meet
both your concerns and my concerns at the same time.
And this style
of negotiating works much better in most cases than the typical
adversarial negotiation.
And the rules
of adversarial bargaining are very simple. Start with an extreme
demand, concede stubbornly and demonstrate a greater willingness
than the other side to walk away from the table. The problem
is that, that approach does not work well when you have multiple
issues other than just money. For example, when quantitative
and qualitative issues are a part of the negotiation or when
you care about the other person for example. You know I can't
simply say to the other side, "I'll give you 20% less humiliation
if you give me 60% more pride."
Daniel says when
you start to think about negotiating differently, you'll likely
come up with better solutions.
Too many negotiations
fail when they don't have to fail - when there are options,
that if they just put their heads together and were able to
create the environment for creative thinking, they could come
up with some sort of agreement.
At somethingyoushouldknow.net
I'm Mike Carruthers and that's Something You Should Know.
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