Negotiating Tips January 4, 2024

Negotiating Wants

Negotiating Wants
By Dr. Chester Karrass

When you’re negotiating, remember to consider how the other party is affected by each action you take.

Suppose you make a large concession—thinking it will help resolve differences. Instead of being satisfied, the other party may react by making even greater demands. They may conclude: “If he conceded that much, then there is a lot more to be had.”

What each of us does or says during a negotiation affects, and is in turn is affected by what the other party does or says. It’s like a chain reaction. So where does all this lead us?

When planning your negotiation – either in advance, or like most people, ‘real time’ – consider the impact each of your actions may have on the other person. “If I say or do this, what should I do next, and what are they likely to do after that?”

Consider this list of ‘wants’ that are frequently present:

  • They want money – goods – services.
  • They want to feel good about themselves.
  • They want to avoid being boxed into a corner.
  • They want to avoid future troubles – risks – surprises – changes.
  • They want to be recognized by their boss, peers and others as having good judgment.
  • They want information and knowledge.
  • They want to work easier, not harder.
  • They want to meet their personal goals and needs without violating their integrity.
  • They want to feel that what they are doing matters.
  • They want to be able to count on you – now and in the future.
  • They want to be listened to.
  • They want to be treated nicely.
  • They want a good explanation.
  • They want to be liked and thought of as honest, fair, kind, and responsible.
  • They want to get this negotiation over with and on to other things.

Review the list above prior to starting your next negotiation. Ask yourself, “What does this person (team) really want? How can I satisfy their wants and still preserve my goals?”

Constantly search for outcomes that exceed both your goals and their wants. This is the pathway to creating true Both-Win® agreements.

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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.

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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