|
|
|
Buying Auto Insurance (part 3 of 4)
Continued from part 3 Insurance Company Advertisements Deceive (part 3 of 4) If some of the millions of dollars spent on advertising auto insurance would be devoted to fair payment of injured insured's' own claims against their own company, we...
Debt Settlement
What is debt settlement? Debt Settlement is a process to settle your debts with the creditors. With debt settlement, a third party or you yourself negotiate with your creditors to come up with a reduced debt that you agree to pay. The reduction...
It's Okay To Negotiate - REALLY!
Sarah is a young woman who attended one of my sales negotiation training programs shortly after taking a new job. When I asked her how she did with her salary negotiation, she replied, "Well, I didn't negotiate. I was offered $44,000 and I took it....
Pay Off Debt - Get Out Of Debt And Lower Your Monthly Payments
Debt consolidation can be confusing, especially if you have never considered contacting a debt consolidation company before. A debt consolidation company can give you free advice on reducing your monthly payments and show you the path to becoming...
Scots Beat Yanks In China Bank Deal
With visions of an ATM in every neighborhood in China, foreign banks and investment firms are queuing up to join the “China Club.” Moneybags Communism The initiation fee for the “China Club” is straightforward and pure moneybags communism: invest...
|
|
| |
|
|
|
|
|
|
It's Okay To Negotiate - REALLY!
Sarah is a young woman who attended one of my sales negotiation training programs shortly after taking a new job. When I asked her how she did with her salary negotiation, she replied, "Well, I didn't negotiate. I was offered $44,000 and I took it. "Why didn't you negotiate?" I asked. "Because I didn't want to start off my new job on the wrong foot" she replied.
Donald works for a small weekly newspaper. He likes his job and his employer, Jeanne. He doesn't get paid much, but he likes his work. His only problem is that he's being asked to shoulder an increasingly large share of the responsibilities around the office. If there's a late-breaking story that has to be covered or a page that has to be laid out again, the job always seems to fall in Donald's lap. He feels he is being taken advantage of; everyone knows they can rely on "good old Donald." But he's afraid that if he speaks his mind, he may jeopardize the cordial relationship he enjoys with Jeanne. So he bites the bullet and never broaches the subject. "There are a lot worse jobs out there," he rationalizes.
Bill, a participant in one of my negotiation training seminars, told us of an old, rust-eaten vehicle that he had advertised for $1,300, never dreaming he'd get it. A young man (we'll call him Paul) came to see the car, and he and Bill immediately established a good rapport. They talked about sports and hobbies and the atmosphere could hardly have been more cordial. When the discussion turned to the car, Bill readied himself for a negotiation. Instead, Paul just said, "Well, you're a nice guy so I guess I can buy it for $1,300."
What is going on here? Why are so many people reluctant to negotiate? Fear. But what are they afraid of? It's not a fear of losing. By not negotiating they have already lost all they can. So what is it that so many people are afraid of?
Sarah is afraid of making a bad impression. Donald is afraid of upsetting the applecart. Paul is afraid of looking like a bad guy.
When You Negotiate You Don't Make a Bad Impression, You Earn Respect
Tough bargaining actually earns respect. A friend of mine is an manager who interviews and hires a lot of people. He told me a story once about a woman he was about to hire for a middle-level management position. He was fairly certain she was his top choice but he said that he couldn't be certain until he had discussed salary with her. "Why?" I asked.
"Because I want to see how she handles the salary negotiation. I'll have serious doubts about her if she just takes what I offer. If she doesn't think enough of herself to push me at least a little, she probably isn't the best person for the job."
"So you don't get annoyed when people negotiate salary with you?" "Not at all. On the contrary, it indicates a self-assurance and confidence that I value very highly in our employees."
There we have it, right from the mouth of someone who hires lots of people. Whether we're negotiating with an employer, a landlord, or anyone else, we've been brainwashed into believing that if we stand up and bargain for ourselves we'll make enemies, make a bad impression and ruin any chance of getting along.
Well, all those awful things will not come to pass. It simply isn't true that we'll make enemies by negotiating. As my friend the manager showed us, negotiating for
ourselves doesn't reflect badly on us in the least. All it reflects is a sense of self-worth and a positive approach toward life.
Also keep this in mind: First impressions die hard. Once we've been tagged as patsies, it can be awfully hard to shake the label. The more firmly entrenched we get in the role of a patsy, the harder it becomes for us to break out and stand up for ourselves.
Negotiating Ethically But Firmly Will Not Injure A Relationship
Donald at the newspaper stopped himself from negotiating with Jeanne because he was afraid of upsetting the applecart. He had a good rapport with his boss, and he was afraid he'd really disrupt it if he suddenly changed his style and began asserting his own needs. For her part, Jeanne probably reinforced his fear by continuously talking about "team effort" and how wonderful it was that "we're just one big happy family."
If you find yourself in a like predicament, try to step back and put it all in perspective. Are you really out to wreck this person's world? No. Do you really want to upset the whole applecart? No. All you want are the apples you deserve. The other person, of course, may try to "guilt-peddle" you into thinking that you are upsetting the whole applecart, hoping to make you retreat from your position. Don't pay any mind. Stand firm. Once you clearly establish that you're not backing off, the other person will have to negotiate with you. The nature of your relationship may change as they realize you're no longer a pushover, but the change will be a positive one. The end result will be a relationship based on mutual respect, not one-sided manipulation.
Fear of Being The Bad Guy
If Paul could've brought himself to say, "That's a little more than I was looking to pay for a car," Bill surely would've come down from $1,300. Why did Paul leave himself no chance of shaving some bucks off the price? He was afraid of switching hats, that is, of exchanging the nice white hat of friendly banter for what he saw as the black hat of give-and-take bargaining.
Nonsense. Bill was expecting a negotiation. Of course, it is a really good idea to build a positive relationship at the start of any negotiation. Once that is done, however, it is normal to move into hard bargaining. Hard bargaining can and should be conducted in a friendly manner but it is still hard bargaining and it is fully appropriate.
So Lets Negotiate - Only Good Things Will Happen If You Do
When we play a game like tennis or chess, we play to win, and if we succeed, we don't make an enemy in the process. The same is true of negotiation. We're out to meet our needs and we give it all we've got, but when it's over, that's it. As long as we keep it friendly and don't pull out any dirty tricks, there's no reason in the world that a negotiation should engender any bad feelings or result in any ongoing enmity. So go for it. You're merely attempting to fulfill your own legitimate needs.
(c) Michael Schatzki - 2004. All rights reserved.
About the Author
Michael Schatzki is a master negotiator who has provided sales negotiation training and coaching for thousands of people in the U.S. and globally. Check out all of Mike's articles at http://www.NegotiationDynamics.com Mike can be reached at (888) 766-3530.
|
|
|
|
|
| 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 |
|
| Negotiation Seminars Negotiation Training Negotiations Consultants ... |
| Negotiation and alternative dispute resolution seminars, negotiation training and video presentations with available keynote speakers. |
| www.negotiation.com |
|
| 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 |
|
| 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 |
|
| The Negotiation Skills Company, Inc. |
| www.negotiationskills.com/ - 3k - Cached - Similar pages |
|
|
| 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 |
|
| 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 |
|
| 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 |
|
| 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 |
|
| 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 |
|
| negotiation journal |
| www.springerlink.com/link.asp?id=102591 - Similar pages |
|
|
| 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 |
|
| 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 |
|
| Eric C. Gould's Negotiation Site |
| Subscribe to newsletter with negotiating tips and techniques. |
| www.batna.com |
|
| 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 |
|
| 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 |
|
| Negotiation Articles |
| Negotiation articles for the busy entrepreneur written by a diverse group of experts, speakers, professionals, consultants, and marketing companies. |
| www.pertinent.com |
|
| 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 |
|
| 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 |
|
| :: Negotiations Affairs Department :: |
| Information on the issues, history, developments and positions regarding Palestinian-Israeli peace negotiations. |
| www.nad-plo.org |
|
|