Business Negotiation November 14, 2013

“The Second Amendment”-You Have a Right to be Wrong

People make mistakes when negotiating. It is understandable because there is so much pressure. They say things they shouldn’t and make concessions that are not warranted. They sometimes present statistics and data to defend their position which the other party discovers to be wrong or irrelevant. That’s the natural order of things in a heated negotiation. You will make errors which the other side will be overjoyed to point out.

From now on, when you make a mistake and are confronted by the other party for doing so, fight the tendency to become passive. Accept the fact that negotiators under fire are less than perfect. The final outcome will have less to do with your mistakes than with the many other factors involved.

Sometimes in the tension of bargaining, you will make a concession and discover afterwards that you made a mistake. You have the right to change your mind. You have the right to back off at any time before the agreement is closed and signed. Don’t be embarrassed or passive about exercising this right.

You even have the right to correct mistakes after the negotiation is over. When you discover that you have made a mistake, you have the right to ask the other party for help. Whether they will grant relief at so late a stage may be in their hands, but the right to ask for relief is yours.

The next time you make a mistake of any kind, say to yourself, “I’ve got a right to be wrong.” Nobody is perfect. Continue to be assertive in presenting your viewpoint.

“The Third Amendment”-You Have a Right to be Indecisive

Don’t force yourself into making a decision under pressure of deadline or deadlock. My research has found that people panic as a deadline approaches. They make very large concessions. A psychiatrist friend of mine is convinced that most personal decisions made under stress are wrong. The same appears to be true in bargaining.

You have a right to be indecisive. In fact, it is not a bad position from which to negotiate. In my experience, the indecisive party in a negotiation has something of an advantage in one regard. If the other party wants to settle, they will do something to make the indecisive person make up his or her mind. At a minimum they will provide more information. At best they will make concessions to move things along.

You have a right to be indecisive as long as you want to. I personally find it difficult to deal with indecisive people. My impatience to make them decisive leads me to make concessions I later wish I hadn’t.

In a strange way, indecision requires strength. Because it teaches us to live with the ambiguity of being neither here nor there, it can work for us in bargaining.

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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