Choose to Lose – techniques of negotiation
Negotiation and Conflict
Conflict is a fact of life. In theory we negotiate in order to avoid conflict, but is that really the case?
Think for a few minutes about how you view the link between conflict and negotiation. Are the two mutually exclusive? Is conflict a part of negotiation or does conflict come about because negotiation fails? Is negotiation the alternative to conflict? Does conflict only come about because when we dont negotiate?
In order to reduce the amount of conflict that you feel, and to make sure you win your negotiations every time, lets look at a few principles and potential approaches to negotiation.
Principles of Negotiation
If you are negotiating and you get what you want then you win. If you fail to get what you want then you lose.
In a negotiation between two parties then, broadly speaking, there are 2 possible outcomes. These are Win / Lose and Win / Win.
The difference? If one party gets all of what they want and the other party doesnt then its a Win / Lose. If both parties get (some) of what they want then its a Win / Win.
Research shows that, in a single round of negotiations, the party that goes for Win /Lose, and wins, wins big.
Imagine this as a scenario. You are selling tee shirts on a market stall and a customer asks “how much for a tee shirt?” You reply “five pounds.” The customer says “thats too much. Ill give you three” and you reply “no the price is five.”
If you win this negotiation you win big because you get all of what you want.
In contrast, if you went for a Win / Win situation it could look something like this. The customer asks “how much for a tee shirt?” You reply “five pounds.” The customer says “thats too much. Ill give you three” and you reply “I cant do it for three. The customer then says How about meeting me in the middle, four pounds?”
If you win in this scenario then you win less than in the first scenario.
So why would you go for Win / Win?
In the two scenarios, how does the other party feel? In the first scenario will they be happy and satisfied with the deal, or are the likely to feel a little bruised and resentful?
Research has shown that over many rounds of negotiation between the same parties the people going for Win / Win will actually win much more than those that go for Win / Lose all of the time.
This is because, if you have gone for a Win / Lose negotiation to start with then the other party is likely to enter into any subsequent negotiations with a much harder stance whereas the parties that have already established a Win / Win relationship and done the deal can move on to bigger things
“So how much is that fleece?” “Fifteen pounds.” “Youll have to give me a better deal than that” “OK. I can do two fleeces for twenty five pounds.” “What can you do three for?”
Now, these guys are really starting to make some progress.
Chinese Negotiation Style – Meetings
When negotiating with the Chinese, it is important to understand that they are going to be conduct business in a way that is comfortable to them, which is the Chinese way.
Business etiquette in China is different than in the West, the idea of face and harmony are important concepts to the Chinese. The means that public telling people they are wrong, or that you disagree with them is something you should try and avoid.
How does this affect how they view business meetings and the Chinese negotiation style?
When the Chinese have a business meeting, they often don’t expect there to be a resolution to issues during the meeting. To come to a resolution might mean having to tell someone that they are wrong and therefore cause them to lose face. Loosing face is a big insult to many Chinese.
Instead of making major decisions during a group meeting, the Chinese will often meet afterwards in smaller groups of 2-4 people and come to a resolution in the post meeting get togethers. This is perfectly acceptable to the Chinese because it helps them maintain harmony and nobody loses face.
Remember this does not bother them because it is part of the Chinese cultural customs and Chinese business etiquette.
Just realize that you may encounter this as part of the Chinese negotiating style and it will help you be more successful when conducting business in China.
If you find this information helpful and you would like to find out 3 more habits about conducting business in China than just go to our website.
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[Top]Donald Trump – Why Acn
Donald Trump and ACN have a contact in place that gives ACN the privilege of mr. Trump’s endorsement of their business. There is no doubt that Trump is getting paid a substantial amount of money to endorse ACN, but on the other hand its a fair assumption to make that he would not be endorsing ACN if the company was not a great company.
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Donald Trump endorses ACN, the financial aspect of the business, because thats what ACN is – a business. Make no mistake about it. ACN is in business to make money, and apparently they are very good at that. Not once have ACN changed the compensation plan for something worse for the distributors and they have never borrowed any money or joined up with venture capital funds. Donald Trump had one of his best financial supervisors and one of his fantastic lawyers to look into ACN. What he found I cannot tell you, because I don’t know, but he claims to have said: “I want a piece of that company”, when he saw the report. Again Donald Trump thinks like a millionaire and has no intention of joining ACN.
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