Business Negotiation October 27, 2014

The Power of Information and Knowledge

Knowledge and information determine power in negotiation. The surprising thing is that much of what you need to know is not too hard to get if you determine in advance what you want to know and where to look for it. What follows are some relatively simple questions that a negotiator should try to answer before talks begin or are in progress.

  1. Who makes the decisions in the other person’s organization? How does the other fit in with his or her associates?
  2. Is there a patter as to how they negotiate? How do they reach compromise positions? Are they people who tend to hold fast to positions, then give in all at once?
  3. Do they live up to and abide by their agreements or renegotiate everything shortly afterward?
  4. What do I know of their personal life that might be useful in forming a bond?
  5. What are the time and work pressures that make their jobs difficult? How can I help relieve their pressures?
  6. Why is this negotiation important to them? How are they appraised or judged by those higher in their organization?
  7. How can I best make them amenable to working together with us to find a better outcome for both parties?

Now, more than ever, knowledge is power. The answers to these questions can often be learned directly from the other party if asked during lunch or casual, non-threatening conversation before difficulties arise. Some can be learned from associates who wish to reduce the level of dysfunction associated with unresolved disagreement. And, in today’s exciting technological and information world, further information can be found on the internet with Google searches and applications that focus on what we want to know.

What we need to know in internal negotiations is information that will help us make an equitable settlement, we don’t need prurient or personal bits of knowledge to manipulate or force agreement. The key to success in workplace negotiations lies in maintaining and building better relationships as a creative Both-Win agreement is bridged.

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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