Yeah, I get it, you don't want to learn hardball negotiating tactics because you don't want to be a sleazy, pushy, stereotypical used-car salesperson. Fine.
I hope, for your sake, you NEVER need to negotiate opposite someone who is trained in both bare-knuckle AND bear-hug bargaining.
Here's why...
You want to craft a big, smiley, cushy WIN-WIN agreement because you read Getting to B.S.----I mean-----Getting to "Yes" twenty-five years ago and that's your bible for negotiation.
Awesome! Here's what a trained hardball bargainer can do to FULL-ON DESTROY YOU in the negotiation and make you FEEEEEEEEL LIKE you crafted a lovey-dovey win-win, Harvard PON-approved, mutually beneficial, collaborative, WIN-WIN agreement.
They'll use TACTICS to make you FEEL collaborated with, integrated with, Getting to Yessed with. So, you'll feel safe. You will drop your guard, thinking you are negotiating with a puppy not a pit bull.
You will try all the integrative approaches you've read about in all the (boring) best-sellers. You'll use all the collaborative tools you've been trained on in all those "tough tactics violate the rules of sophisticated, civilized, 21st century business" seminars/webinars/how-to-donate-more-than-necessaryinars.
All the while, your counterpart will be listening, receiving, evaluating, AND CELEBRATING ON THE INSIDE.
Wait, what?! Why?
Because in your attempt to AVOID CONFLICT, PLAY FAIR, and NOT NEGOTIATE you're offering a lot more than necessary. You're accepting a lot less than necessary.
Your're setting yourself up to lose, friend.
READ THIS NEXT SECTION MULTIPLE TIMES UNTIL YOU GET IT:
You've been trained to make the pie bigger instead of only focusing on the main transactional issue (price).
The transactionally trained negotiator knows this and knows how to capitalize on it.
From moment one, they position themselves to do better on the main issue.
This causes you to think "uh-oh, better put on my win-win shoes!"
Operating from a good place, you go about making the pie bigger for both parties - exploring how you can help them on other issues beyond price.
I hope you have a napkin handy because this is when the transactionally trained negotiator starts salivating.
Why?
Because, once you add more issues to the "pie" what must happen?
You must split up every expanded part of the pie.
So, now, not only will the transactionally trained negotiator do better in the splitting of the main "pie", they will also do better in the splitting of the expanded parts of the pie.
You leave CELEBRATING YOUR WIN-WIN AGREEMENT.
They leave CELEBRATING YOUR WIN-WIN AGREEMENT.
You feel good about yourself because, "if I hadn't crafted that win-win agreement, I don't think we would have been able to close the deal."
Maybe, maybe not. You'll never know. You never stood a chance.
MOST WIN-WINNERS ARE GIVE-GIVERS BECAUSE THEY DON'T WANT TO BE PERCEIVED AS TAKE-TAKERS.
In the 90s, we needed Getting to "Yes."
This is 2023.
If you or your team are concerned you're Give-Giving instead of truly Win-winning, let's talk so we can fix that. First call is free.
Or send me an email to get the hardball rolling ;-)
Happy negotiating!
Jason
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