Planning for Negotiations April 4, 2012

Be Skeptical

Be skeptical. Things are not what they appear to be. Like it or not business negotiation in our society and in every culture in the world involves a degree of posturing, partial truths, and conflicting interests- that's the way it is.

There is an old Hungarian saying "Every saint folds his arms to word himself." Each party will present its viewpoint and information favorable to its position. They will include what helps their side. They will leave out what doesn't.

Salespeople put on their best face to sell their goods or services. That's their job. Buyers will forever tells the salespeople why their competitors' products is just as good or better at a lower price. That's their job.

Be skeptical. The information provided by the other party may not be complete. Their expert may not be an expert at all.

What you are not told maybe more important than what you are told.

The product or service you received after an agreement is reached may not be what you bargained and fought so hard for. If this harsh view of business negotiation offends you, it is not meant to, but I believe it better to be realistic.

Let's face it, the other party will present the information that that best suits their position.

Your job is to be politely skeptical. Search for the big picture. Search for what may have been left out. Test everything you are told and all that you see.

In negotiation, things are rarely what they appear to be.