Sunday, March 10, 2013

How to Negotiate Properly


  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

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