Comments on: Eight Tactics That Will Help You Win Any Negotiation http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html News for Consumers in Changing Times Sun, 12 Feb 2012 04:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Anonymous http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html/comment-page-1#comment-587 Anonymous Tue, 17 Apr 2007 18:30:00 +0000 http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html#comment-587 How hard you negotiate can also depend on the situation. In particular, maintaining good will is more important in situation where you will have an ongoing relationship with the person or company you are negotiating with.<br/><br/>When you are negotiating for a raise or promotion, you already have a relationship with your employer. Presumably, if you are in a position to ask for more money or advancement, it is a good relationship. You don't want to do something that jeopardizes that. You are negotiating for how much of the difference between what you are currently paid and what you produce for the company you are going to get.<br/><br/>On the other hand, when you are negotiating to buy a car, you are negotiating to get the best price. The dealer is competing with the other dealers in the area to get your business.<br/><br/>The consequences of either party walking away from the negotiations before the deal is completed are very different in these two situations. How hard you negotiate can also depend on the situation. In particular, maintaining good will is more important in situation where you will have an ongoing relationship with the person or company you are negotiating with.

When you are negotiating for a raise or promotion, you already have a relationship with your employer. Presumably, if you are in a position to ask for more money or advancement, it is a good relationship. You don’t want to do something that jeopardizes that. You are negotiating for how much of the difference between what you are currently paid and what you produce for the company you are going to get.

On the other hand, when you are negotiating to buy a car, you are negotiating to get the best price. The dealer is competing with the other dealers in the area to get your business.

The consequences of either party walking away from the negotiations before the deal is completed are very different in these two situations.

]]> By: Anonymous http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html/comment-page-1#comment-582 Anonymous Mon, 16 Apr 2007 09:13:00 +0000 http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html#comment-582 To Shadox, I agree with you and disagree with you. When in a professional setting like in a job interview it probably makes more sense to me that you want name a figure and take control of the negotiation. If you keep asking them to make the first offer it can often make them feel that you want to extract max. out of them and do not care about the job at all. <br/>However if you are negotiating with a car dealer for buying a car then you should always be prepared to let the dealer make the first offer. <br/>And hence add another point to the list: (Almost) Never accept the first offer. <br/><br/>-Gaurav To Shadox, I agree with you and disagree with you. When in a professional setting like in a job interview it probably makes more sense to me that you want name a figure and take control of the negotiation. If you keep asking them to make the first offer it can often make them feel that you want to extract max. out of them and do not care about the job at all.
However if you are negotiating with a car dealer for buying a car then you should always be prepared to let the dealer make the first offer.
And hence add another point to the list: (Almost) Never accept the first offer.

-Gaurav

]]> By: Shadox http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html/comment-page-1#comment-580 Shadox Mon, 16 Apr 2007 06:24:00 +0000 http://www.americanconsumernews.com/2007/04/eight-tactics-that-will-help-you-win-any-negotiation.html#comment-580 Lots of good points, however I disagree that you should never be the first to name a price. The person naming the first price has the advantage of anchoring the other person's expectations.<br/><br/>Your concern about naming a price that is too low / too high is a very valid one. To avoid making such a mistake, a negotiator must do his homework before hand, and know what the range of acceptable options are. He should then proactively take charge of the situation and anchor the other party's expectations at a value that is more favorable to him.<br/><br/>By waiting for the other party to name their price first you are giving up that advantage. A counter example to the one you give: if they say that they intend to pay you $100 but you were going to ask for $500, their expectations are already anchored and it will be tough to get them to increase the offer by that much. Lots of good points, however I disagree that you should never be the first to name a price. The person naming the first price has the advantage of anchoring the other person’s expectations.

Your concern about naming a price that is too low / too high is a very valid one. To avoid making such a mistake, a negotiator must do his homework before hand, and know what the range of acceptable options are. He should then proactively take charge of the situation and anchor the other party’s expectations at a value that is more favorable to him.

By waiting for the other party to name their price first you are giving up that advantage. A counter example to the one you give: if they say that they intend to pay you $100 but you were going to ask for $500, their expectations are already anchored and it will be tough to get them to increase the offer by that much.

]]>