Negotiating Tips April 16, 2012

Are You Looking at Negotiation The Right Way?

Most people look at negotiation in the wrong way. They see it as a contest, a game in which the gains of one come only at the expense of the other. They feel that the goal is for them to get six or more pieces of a 10 piece pie, while the other party gets four or less. No wonder they are nervous negotiating; they don’t want to be the one who gets only three or four.

The power and magic of negotiation is that it is far more than a contest. It has the potential to be a Both-Win^® process by which we work together to produce a 12 inch pie which is bigger and tastier than before. We then cut the larger pie into twelve pieces and share it more easily than the original ten smaller, less tasty pieces. Think of your family. Wouldn’t it be easier to share twelve pieces of a bigger pie that ten pieces of a smaller pie that wasn’t so good?

Top negotiators realize that Both-Win^® is the way to negotiate. What they try to do in every negotiation is increase the size and quantity of whatever they are negotiating about. They search for a better deal for both parties. Only after searching and finding the bigger and better deal for both parties do they worry about how to share it.

The basic principle of Both-Win^® negotiating is that there is ALWAYS a bigger and better deal for both parties if they are willing to search for it. Both buyer and seller increase their profit, and their satisfaction, without hurting each other. Both-Win® negotiations says that the pie can always be made larger and better before sharing it with the opposing side. Always.

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The KARRASS Effective Negotiating^® program is your passport to continuous improvement and success in working out Both-Win® deals for a variety of wants and needs. Don't just negotiate; negotiate effectively. Enhance your negotiation prowess with KARRASS training and unlock a world of possibilities for achieving better pricing in everything from everyday transactions to complicated real estate deals.

More than 1.5 million people have trained with KARRASS over the last 55 years. Effective Negotiating^® is designed to work for all job titles and job descriptions, for the world’s largest companies and individual business people.

Effective Negotiating^® is offered In-Person in a city near you, or Live-Online from our Virtual Studios to your computer. See the complete schedule here.