Tag archive: perspective-in-negotiation
Thoughts and Quotes on Negotiation
Change the Negotiator
9 More Insights on What Makes a Good Negotiator
Factors Influencing Perspective in Negotiation
Creativity is an important negotiation skill
In order to be creative, you need to be able to view things in new ways or from a different perspective. Among other things, you need to be able to generate new possibilities or new alternatives.You can see how the ability to create new solutions can impact your negotiation ability. A creative mind may find a great deal that will create a win-win scenario for both parties. Harvard Business School recently reported on a study that found that negotiators do benefit from creativity training:
Negotiators who had received creativity training performed better than did those who had received more traditional training. The results suggest that by exposing negotiators to creativity training and supporting their bright ideas, organizations may see improvements to their bottom lines.There are many ways to boost your creativity. Among the “20 Tips from from Psychology for Boosting Creativity" are actively looking for inspiration and creating a flow chart of ideas. If you are looking for more ways to books your creativity, read the article “Boost Creativity: 7 Unusual Psychological Techniques.” Sometimes when you have been dealing with a problem for a long time, you can’t see alternative solutions. The best thing in this case is to take a break. You could quite literally walk away from the problem, as the act of walking can have a meditative effect, which will help you to see things differently. What do you do when you are presented with a difficult problem requiring a creative solution?
5 Proven Ways to Break an Impasse
Female Negotiators: Are You Giving up Power?
- Smiling excessively: makes you look less serious
- Nodding too much: Women nod to indicate encouragement while men nod to indicate agreement
- Having a weak handshake: Weak handshakes indicate passivity, for both genders.
- Tilting your head: Men view head tilting as submissive, whereas women use it to signify interest.
- Waiting to speak: Goman says the following:
In business negotiations, men take control by talking more than women and interrupting more frequently. TIP: One perspective on the value of speaking up comes from former Secretary of State Madeleine Albright, who—when asked what advice she had for up-and-coming professional women—replied, “Learn to interrupt.”Being aware of these differences in body language and communication styles will help both female and male negotiators during a negotiation. Have you noticed that you cede ground because of your communication style? If so, how have you counteracted?
Reciprocity and Business Negotiations
Reciprocity, which the business glossary on AllBusiness.com defines as “generally, relationship between persons, corporations, states, or countries whereby privileges granted by one are returned by the other,” is sometimes frowned upon in negotiations.
Critics of reciprocity generally think in terms of antitrust regulations or avoiding unfair competition. How can there be a level playing field if a company grants business to those that are doing already doing business with it? In the advertising and editorial field, there is a fear that if a company is a large advertiser at a magazine, that the editorial side will only publish favorable articles about that company.
Dr. Chester L. Karrass, writing in his book Give and Take, has different perspective. He writes:
Reciprocity is a dirty word in America. Not so elsewhere in the world. There, one hand washes the other.
A seller should know from whom his or her company buys. A buyer should know the extent to which his or her company markets its products to the seller's organization. Being aware of these things is not the same as violating the laws against reciprocity. Knowing that you can act with restraint, good taste, propriety, and better business judgment. There isn't an antitrust law in the world that can or ought to keep you from doing just that.
Basically, it is incumbent on anyone in business negotiation to exercise good business judgment. You can reciprocate business with a vendor, but do so only if it really is in the best interest of your company. Are you getting a fair price or favorable terms? If not, and you are doing it as a return favor, you are not doing your company a favor at all.
How do you deal with tacit or implicit suggestions of the need for reciprocity?