The Sound of Silence

A negotiation in progress:

Pat: And we’re also going to need XYZ….

Roy: (Silence)

Pat: (Thinking:) Well that stunned him. He doesn’t know what to say… I must be pretty good at this.

Roy: (Silence)

Pat: (Thinking:) He’s certainly taking his time. He doesn’t seem to feel compelled to respond… I wonder what he’s thinking…

Roy: (Silence)

Pat: (Thinking:) I bet he’s thinking he never expected to hear THAT.

Roy: (Silence)

Pat: (Thinking:) Maybe he’s thinking , “I can’t believe she said that. That’s nowhere near what I can do… we can’t make this deal.”

Roy: (Silence)

Pat: (Thinking:) Maybe he’s thinking , “I can’t believe she said that. Where does she get off? I thought she understood this business, but clearly she doesn’t. What a weird demand.”

Roy: (Silence)

Pat: (Thinking:) Do I have something on my lip?

Roy: (Silence)

Pat: (Thinking:)I’ve clearly blown this…

Roy: (Silence)

Pat: (Thinking:)Maybe I can save this… I should have taken that negotiating class..

Pat: You know, Roy, you’ve got a good point. We don’t need XYZ… we could settle for about, uh, half of that?

Roy: (Silence)

Pat: (Thinking:) And how about if we throw back that last concession you made, also, just to show how much I value this relationship… Deal? Roy: (Thinking:) Definitely. I absolutely have to have Chinese food for lunch. Did she just say “Deal”?

Roy: Sure, okay, you’ve got a deal…

REMEMBER:

1. Watch your assumptions about what’s in the mind of the other party.

2. Silence is a powerful tool in negotiation

Until next time...think about 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

Negotiation Strategies, Negotiation Case Studies February 19, 2009The Sound of Silence

Negotiation Strategies, Negotiation Case Studies February 19, 2009
The Sound of Silence