The misconception about negotiating is that
it has to be in a combative nature. However, it should be used as a tool that
satisfies both sides collectively. Wayne
Berry explains, that it’s a good idea to create a win-win situation between the
two parties involved. Mainly, so the individuals involved don’t encounter
issues that could potentially hinder the negotiations. Berry also discusses
that when you’re in negotiation always ask for more than what is expected. It
is true, that taking a chance and asking for more could be risky, but taking
that risk could help you obtain what you really want.
Growing up as a child I really enjoyed
sports, so when the lockout occurred in both football and basketball, fans were
left frustrated. After all, the average fan doesn’t understand the bargaining
process and how it works. Indeed, when money is involved it can make it more
difficult for the two sides to agree. The players and owners have to agree on
what best for them and for the league as well.
Another important term in negotiating is
BATNA, which means Best alternative to a negotiated agreement. Roger Fisher,
the individual that coined the term, explains that BATNA’s increase the
individuals negotiating power. In addition, he believes that it’s very important
to improve your BATNA, because it leaves the negotiation ripe for settlement. One
of the negotiating videos I chose was Stan Christensen’s The Art of
Negotiation. He emphasizes the importance of relationship management and
problem solving as being fundamental to negotiation. More importantly, he feels
by getting to know your clients and learning their likes and dislikes can give
you an advantage when you’re negotiating. Christensen believes that anyone can become a good negotiator over time, but he stresses the importance of
limiting your mistakes and avoiding falling into the other persons demands.
http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2904
