Negotiating Techniques

After watching and researching all three videos about negotiating I had learned several new techniques in order to make myself a better negotiator.  All of these techniques will help me become a better negotiator and deal maker as well as give me a better understanding of how to deal with certain people in order to make a gain.  The first video, Advanced Negotiations part 1, taught me the what a adversarial bargaining and positional bargaining was, as well as problem solving bargaining.  Advanced Negotiations part 1 talked about how ethnic, cultural, and gender differences can make a huge impact in your negotiating techniques. You must understand how different cultures work in order to make the right decisions based on how others live their lives.  An example of a cultural difference might be meeting in different times of the day or knowing what needs or wants women would choose over men.  You must build trust between you and the opposing party.   Trust might be build from figuring out what needs the conflicting party has and than figuring out a plan to fix their issues through a compromise. 

An adversarial bargainer is a bargainer who is usually the one figuring out the overlap.  In this case there is usually only one winner.  You are generally ridged, offensive, arrogant, and if the deal doesn’t go your way, which is usually a very good deal, than they’re usually isn’t a deal made.   A positional bargainer is done with a negotiating strategy that involves holding onto a fixed idea such as when a customer is arguing with a salesperson about lowering the price of a product.   One person provides a price while the other takes the other side and defends theirs with a different price that they could possibly agree upon.  Positional bargaining is one of the most widely used tactics and examples of negotiating.   A problem solving bargainer sees the problem as having a number of underlying solutions and wants to get along with everyone else..  Because of this, the outcome of a problem solving bargainer is always a win win solution for both parties.

The second video is called Negotiating; Getting a good deal. In this video I had learned about the goals of negotiating, the information we need to know before we make a deal, and the 3 steps used when the opposing side is using dirty tactics.  The goal of any negotiation is to get a good deal for your side of the party. The first of the 3 pieces of information that we need to consider before making any deal would be to understand what would we have if the deal fails. Secondly, will the better alternative do better than the one that is offered?  We must also understand the reservation price, which is the price to saying yes and invoking an alternative. Lastly, we must also understand the Aspiration of the deal.  The aspiration of the deal is the assessment of what we can achieve by this deal. 

The 3 steps used when the opposing side is using dirty tactics

Step 1: Recognize the tactics. Understand when the opposing party is trying to deceive you in order to gain from their particular ploys. 

Step 2: Raise the issue explicitly.  Bring up the question and let them know about this deception that you are aware of.

Step 3: Question the tactics legitimacy and desirability.  Produce a wise agreement that is efficient and that you could possibly gain from. 

The third book is named; Negotiating Strategies and Tactics.  This book talks about the research done in order to determine the tactics that you should use in order to negotiate deals with certain types of people. This book also talks about how negotiating can benefit your career and what it takes to be a great negotiator.   Women and men differ in negotiation. Women tend to be more demanding than males and are more sensitive as well as tend to operate on a morality that is based proportionately more on caring to others and less to rules and individual rights.  Based on these results we now have a better understanding of how we should approach women in situations since they are more sensitive about certain issues as well as can be more emotional. By knowing and understanding these aspects about gender you can use them to your advantage.  Interpersonal intelligence is how well you are able to get along with others as well as being able to negotiate.  Some people are much better at it than others.  Negotiating is a skill that you can develop over time and through practice.  How well your ability to negotiation may determine how well you could possibly better your career and improve other instances of negotiating throughout your lifetime. 

One of the most important people in the company is usually one of the best negotiators.  Negotiations are a guess or bid that they had come up with in order to try to get a customer to sell at. Most people are afraid to negotiate because they fear rejection. Most retailers will negotiate with you because they don’t want to loose a sale even though it could be less than what they originally wanted.  Preparation is 80% of negotiating.  Think about what you would like to accomplish as well as the goals that you have set to differ in wants and needs.  Set a starting point and know about each of the subjects that you are negotiating.  Try to be creative more than being combative.  Do research so that you are an expert in the knowledge about the subjects and know more about it than the opposition.  By rewarding and setting a consequence, they are much more likely to negotiate with you and make a deal. Emotions can help you or hurt you in any kind of deal.  Being able to control your emotions as well as delaying the deal and having more time to think about what you would like to accomplish, the more you are able to make better decisions and also negotiate in a well thought out matter.