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Decisions and Negotiating
For a negotiation to end, decisions have to be made. Large
decisions, small decisions, important decisions and mundane
decisions. The process of making decisions is what advances a
negotiation to its final outcome.
People naturally resist making decisions. This is especially
true when they feel they are being pressured to commit. An
effective negotiator needs to prepare others to make decisions
and commit. The timing of when to seek a decision is a function
of many things.
Signals Indicating the Other Person is Ready to Commit:
- If the other person acknowledges your argument has merit, it
indicates that he or she is starting to appreciate your position
and may be inclined to agree or concede to some degree.
- If you have made a series of points that appear to have been
well received, it can be a natural moment to continue and make a
well-reasoned proposal or seek agreement on the point or points.
- After reviewing the terms of your proposal, if the other
person has indicated a clear understanding of each point and not
given any negative, non-verbal signal that he disagrees with
them, proceed to seek approval of the proposal. If he has shown
discomfort on some of the issues, go back and revisit those
point. Ask him what he thinks of the individual point. It is not
good a strategy to ask for a global
commitment until you have
sensed the smaller issues are pretty well resolved.
- Before asking for a decision or commitment, review the reasons
the other person is agreeing to the terms and reinforce why
their decision is a good one. If you have built up a climate of
mutual respect, knowing that you understand their position and
have tried to meet their needs will help to cement the deal.
- If the other person keeps looking at his or her watch or
otherwise seems pressured by time, you may want to press for a
decision. If their next appointment is more important,
personally or professionally, you may gain a last minute
concession just to wrap things up.
Decisions are pivotal moments in negotiations. Treat each
decision, even the small ones, with respect. Once a decision is
made, reinforce why it was a good decision. It does not hurt to
intimate that you may have conceded more than expected to build
up the other's ego a bit. You want each decision to become
easier as you build toward the really important decisions.
About the author:
Bill Scarpino is a professional negotiator and restructuring
consultant. He writes about how people negotiate almost everything in
their daily lives from personal issues to business challenges.
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| Negotiation - Wikipedia, the free encyclopedia |
| The first step in negotiation is to determine whether the situation is in fact a negotiation ... The book's approach, referred to as Principled Negotiation, ... |
| en.wikipedia.org |
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| Negotiation Seminars Negotiation Training Negotiations Consultants ... |
| Negotiation and alternative dispute resolution seminars, negotiation training and video presentations with available keynote speakers. |
| www.negotiation.com |
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| Program on Negotiation at Harvard Law School |
| Negotiation training, research, and publications from the world's foremost authority on negotiation and dispute resolution. |
| www.pon.harvard.edu |
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| PON: Harvard Negotiations Project |
| Please visit the Harvard Negotiation Project website for complete information and ... The Harvard Negotiation Project's mission is to improve the theory, ... |
| www.pon.harvard.edu |
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| The Negotiation Skills Company, Inc. |
| www.negotiationskills.com/ - 3k - Cached - Similar pages |
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| Global Trade Negotiations Home Page |
| The Global Trade Negotiations Home Page at the Center for International Development at Harvard University - a centralized information resource on global ... |
| www.cid.harvard.edu |
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| Principled Negotiation |
| Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, ... |
| www.colorado.edu |
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| Salary Negotiation and Job Offer Tutorial |
| Job-seekers: Learn the basics (and advanced techniques) of the art and strategy of salary negotiation (getting the salary you want) in this tutorial. |
| www.quintcareers.com |
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| Salary Negotiation and Job Offer Tutorial -- Map of the Tutorial |
| Site map to an expert (and free) tutorial on the art and strategy of salary and job offer negotiation. A guide to assist every job-seeker with salaries. |
| www.quintcareers.com |
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| Win-Win Negotiation - How to reach a fair compromise - Negotiating ... |
| This article and free worksheet help you negotiate fair compromises with people whose goodwill you need. It highlights the importance of good negotiation ... |
| www.mindtools.com |
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| negotiation journal |
| www.springerlink.com/link.asp?id=102591 - Similar pages |
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| Apache Content Negotiation |
| Apache's support for content negotiation has been updated to meet the ... Apache 1.2 supports 'server driven' content negotiation, as defined in the ... |
| httpd.apache.org |
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| JobStar--Salary Negotiation Strategies |
| JobStar is a public library sponsored guide to information for the job search. Sections useful for California are: 1500 job hotlines, calendar of job and ... |
| jobstar.org |
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| Eric C. Gould's Negotiation Site |
| Subscribe to newsletter with negotiating tips and techniques. |
| www.batna.com |
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| free negotiation training for sales, debt, contract, salary ... |
| Free negotiation skills training for sales, contracts, debt, salary and contracts, negotiating with creditors, negotiation skills and techniques, ... |
| www.businessballs.com |
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| Monster.com: The Negotiation Coach |
| Salary Negotiation Advice from HR Managers · Negotiating Your Future Salary Today · Overlooking Their Interests -- A Big Mistake in Salary Negotiations ... |
| midcareer.monster.com |
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| Negotiation Articles |
| Negotiation articles for the busy entrepreneur written by a diverse group of experts, speakers, professionals, consultants, and marketing companies. |
| www.pertinent.com |
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| CareerJournal | Negotiating Tips - Salary Negotiation Tips ... |
| Salary Negotiation Tips - When it's time to negotiate salary changes, trust Career Journal to give you the best and most current career salary information. |
| www.careerjournal.com |
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| PON Clearinghouse |
| Welcome to the Program on Negotiation Clearinghouse, a resource center for people interested in learning and teaching about negotiation and alternative ... |
| www.pon.org |
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| :: Negotiations Affairs Department :: |
| Information on the issues, history, developments and positions regarding Palestinian-Israeli peace negotiations. |
| www.nad-plo.org |
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