Feb 7, 201308:07 AMOpen for Business
with Jody Glynn Patrick
Four (easy) tips to better negotiation skills
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#4: “Winning” = Losing. Frame a negotiated settlement with the expectation of arriving at a fair transaction – not the best or the worst outcome, but an acceptable/fair transfer of property, power, wealth, or influence. (Bartering for affection is another blog topic.) Avoid being time-pressured into a decision that leaves you feeling like a “loser,” and also reconsider one that leaves you the obvious winner. An opponent who resents price or concession may search out a different way to “even things”; the cost of “winning” can be high.
In any negotiation, “win-win” is too often a fairy-tale expectation, but an outcome that both parties can live with, while maintaining professional respect for one another and preserving a long-term business or personal relationship, is a more pragmatic goal.
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