Negotiating in Life , Negotiation Strategies , Planning for Negotiations , Business Negotiation September 11, 2009

Are You Flexible?

We are not asking if you can touch your toes or excel at yoga, rather, can you change your tactic, expectations and goals depending on the situation? Can you re-prioritize? Are you capable of reassessing? Flexibility is a very important trait in business negotiations. Flexibility is a key to compromise, which in turn is key in reaching concessions and conclusions...

We are not asking if you can touch your toes or excel at yoga, rather, can you change your tactic, expectations and goals depending on the situation? Can you re-prioritize? Are you capable of reassessing?

Flexibility is a very important trait in business negotiations. Flexibility is a key to compromise, which in turn is key in reaching concessions and conclusions.

Flexibility is also key in choosing the right negotiation tactic. Tactics work differently with different people or with changing market situations. In order to choose the right tactic, you must be flexible. Don’t try to stick with a tactic because it worked yesterday.

Dr. Chester L. Karrass counsels that negotiators should reassess their tactics in answer to the following questions:

  1. Can I combine tactics for better results?

  2. Is this a good time to change tactics?

  3. How will the opposition interpret this tactic?

  4. Will this tactic have unintended consequences?



Use your business judgment to reassess your tactics, and change course if necessary. Being inflexible, just like in yoga class, will leave you stuck in one place and not able to move more freely.

What do you do to flex you tactics muscles? Have you lost a negotiation due to inflexibility?
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