Negotiating Tips, Negotiation Strategies, Business Negotiation February 18, 2011

Negotiation Bypass

Just like a heart bypass procedure can be life-saving, a negotiation bypass can save your negotiation. And similar to when you are treating a heart condition, a bypass is a serious tactic that should only be used when absolutely necessary.

In negotiations, a bypass “seeks to open new communications channels for a variety of legitimate reasons.” (Karrass, Chester: Give and Take). The reasons include:

  • Breaking an impasse
  • Getting to the real decision maker
  • Reversing a prior decision
  • Negotiating with someone easier to deal with
  • Testing an offer.

It is easier for a buyer to bypass a salesperson than for a salesperson to bypass a buyer. The selling side is interested in making a sale, perhaps even at the expense of a salesperson’s pride. On the other hand, buyers can decide not to buy for a variety of reason, and can retreat or look elsewhere.

There is a problem when bypassing the party you have been dealing with: anger and even hostility. Going above someone’s head or talking to other people in the organization will result in ruffling feathers, awkwardness and may make some people truly unhappy. The bypass can even backfire. According to Dr. Karrass: “The bypass or end run works only against groups that are so poorly coordinated that they let it happen.”

There are ways of lessening the emotional impact of a bypass. For instance, you could attempt to talk to the alternative party when the original party is on vacation or on leave. You could also use the explanation that the operation requires a higher up to supervise, or you could even change the negotiation venue to somewhere where the person you want to negotiate is located.

Have you had to bypass the party you were in negotiations with? How did you handle it?

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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