Open Information Between Buyers and Sellers in the Age of Partnership
In the United States and Europe there are deep seated structural barriers separating the organizations of sellers and buyers. For partnerships to work best, openness between the parties is necessary...
It is not unlike what the United States faces in dealing with Japan and its large trade surpluses. We want the Japanese to be both open and penetrable. The question is, “Is this likely or possible?” The following, which appeared years ago in the New Republic, is apropos to our discussion.
To understand this issue (openness vs. penetrability), recall the Tarzan movies of your childhood. The jungle may be closed to you because the natives, led by the chief, are shooting poisoned arrows at you. But if they are not, and the jungle is open (and inviting because of the gold that it promises), the progress of the safari through the jungle is constrained by the tall grass and the thick vegetation. Then again, the path through the jungle is hazardous because of the dangers posed by traps, laid by natives to hunt animals but inadvertently dangerous to the safari as well. In short, openness and penetrability are different things.
What is face negotiation theory? When was the last time you were having a conversation with someone and noticed their facial reactions? What did you do? Did it alter the way you pushed the conversation forward? In most cases, this is precisely what happens. While some may see an emotional reaction and take advantage of it to press their needs or desires, others may shift their manner of speech, change the subject, or otherwise be more concerned with how that individual is reacting or responding...Read More
Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...Read More
Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...Read More