Negotiation Case Studies, Business Negotiation August 1, 2011

An explosion of interest in negotiations

The debt ceiling talks between Congress and the White House have brought the importance of negotiations front and center. There have been many articles written about why the talks stalled or why a deal was so hard to negotiate. All in all, it has proven that knowing how to negotiate is an important skill to have in politics as it is in business.

We came across many great articles about the debt ceiling negotiations but wanted to share two in particular.

First, Business Insider had an article entitled “Why We Need More Ethics in Business Negotiations.” The article argues that negotiators sometimes ignore ethical considerations just to make a deal:

many corporations will ignore ethical considerations when making business decisions due to pressure from intense competition, the quest for higher profits or simple greed. Equally, ‘winning the deal’ sometimes becomes more important for executives than compromising to establish a relationship that could be used to forge multiple deals in the future.
Dealing ethically in business means wanting to establish a reputation for behaving fairly and honestly with competitors and clients. It also means taking into account all stakeholders in the deal – not just the two parties negotiating, but the entire community that may be affected by the long-term consequences

Read more: http://www.businessinsider.com/why-we-need-more-ethics-in-business-negotiations-2011-7#ixzz1Tmhvc2SC

Steve Adubato writing in the New Jersey Star Ledger finds much to learn in “Debt battle in DC offers negotiating lessons aplenty.” Adubato’s main lessons are as follows:

  • Keep your eye on the ultimate goal
  • Have a shared goal with the other party
  • Listen with an open mind
  • Set clear deadlines

What have you taken away from the debt ceiling negotiations? Please share in the comments.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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