“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

KARRASS Effective Negotiating® Tip

Ask For Something When Giving a Concession
By Dr. Chester L. Karrass

You are negotiating. You decide it's necessary to grant a concession to reach agreement. When you concede on an issue, why should you ask for something in return? What should you ask for? These are two really important negotiation questions!

Negotiation Goals

Remember not to lose track of your goals: you want to reach agreement, you want to create satisfaction for both sides, and you want to develop a good relationship that will make future negotiations easier. Asking for something in return when granting a concession helps you achieve all three goals.

Negotiating Space and Concessions

Be sure to start your negotiation by leaving yourself room to negotiate. When you establish some ''negotiating space'' you help ensure the success of the negotiating process.

Usually when you grant the other side a concession, you expect it will help bring them closer to agreement. However, if you make too large of a concession, they could react by making even greater demands. They think, "Wow, if we just got that much, there must be a lot more to be had." So instead of helping bring both sides closer together, large concessions may actually widen the gap.

No Free Concessions

Don't give concessions away free or without serious discussion. A concession granted too easily does not contribute to the other party's satisfaction nearly as much as on that they struggle to obtain.

When you ask for something in return for your concession, it does several things. You may not get what you ask for, but the fact that you asked reduces the other side's impulse to ask for more. If every time they request some type of concession, you respond by asking for something for yourself, their motivation to keep asking for more drops off fast.

What should you ask for?

When deciding what you are going to ask for don't just think about money issues (i.e. prices, costs, size of budget, volumes, hours, etc.) think about areas that could open up untapped value. Things like: access to resources, expertise, or capabilities they have but you don't; services they have but you don't; people or groups they could introduce you to that would be of real value to you; testimonials or endorsements that would be of value to you.

The more you are able to explore potential ''non-money'' areas of value, the better the opportunity to reach a more satisfying agreement (for both of you), and the better the opportunity to strengthen your ongoing relationship with the other side.

Be Flexible

When negotiating be prepared to bend a little to reach agreement. Leave yourself some room to negotiate and discipline yourself to always ask for something in return when you grant a concession. You will have more success building satisfaction for the other side, reaching better agreements, and forming better, longer-lasting relationships.

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

©2010 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com
   

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