the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
So, 레드벨벳 토토've communicated 레드벨벳 토토r interests, probed 레드벨벳 토토r counterpart about his needs, and attempted to uncover hidden sources of value -- and 레드벨벳 토토're still feeling as if the other side has all the power.
When 레드벨벳 토토r options to the current negotiation are limited, it's common to assume 레드벨벳 토토 have no choice but to accept the unappealing deal on the table. Before 레드벨벳 토토 cave in, though, consider whether any of the following five strategies could boost 레드벨벳 토토r bargaining power.
1. Closely examine 레드벨벳 토토r BATNA.
레드벨벳 토토 probably understand the importance of cultivating 레드벨벳 토토r BATNA, or best alternative to a negotiated agreement. In a job negotiation, 레드벨벳 토토r BATNA might be a promising lead or, worse, the prospect of going on unemployment and waiting for other opportunities to arise. The more 레드벨벳 토토 can do to build a strong outside alternative, the more power 레드벨벳 토토 will have in 레드벨벳 토토r current negotiation.
In addition to cultivating a strong BATNA, 레드벨벳 토토 also need to assess 레드벨벳 토토r best alternative as carefully as possible. This means translating 레드벨벳 토토r BATNA to the current deal; prospects that look similar on the surface may differ quite a bit in the details. For example, two job offers might be comparable in terms of salary, but when 레드벨벳 토토 weigh one job's flextime opportunities against the other job's limited vacation days, 레드벨벳 토토 may discover that one offer is far superior to the other.
2. Assess the other side's BATNA.
Negotiators often err in assuming that the other side is in a much stronger bargaining position than it is. In negotiation, it pays to spend as much time thinking about and researching the other side's bargaining position and BATNA as 레드벨벳 토토 spend assessing 레드벨벳 토토r own options. 레드벨벳 토토 may be pleasantly surprised to discover that 레드벨벳 토토r counterpart needs 레드벨벳 토토 even more than 레드벨벳 토토 need her.
3. Change the game.
If 레드벨벳 토토r organization regularly bids for business, 레드벨벳 토토 may be accustomed to feeling like the weaker party. Those facing auctions that are won or lost based solely on price may find they're constantly fighting an uphill battle for coveted contracts.
In such cases, 레드벨벳 토토r best option may be to change the game. Instead of accepting that 레드벨벳 토토've got to compete on price, find ways to show 레드벨벳 토토r desired partner that 레드벨벳 토토 offer better all-around value than 레드벨벳 토토r competitors. If 레드벨벳 토토 have a highly reliable product, a stellar reputation, or impeccable service, it's up to 레드벨벳 토토 to convince other parties that they would benefit from working with 레드벨벳 토토.
How can 레드벨벳 토토 educate an individual or organization that's fixated on short-term pricing (or another single issue) that they'd get a better long-term deal from 레드벨벳 토토? First, submit two or more equivalent bids simultaneously, such as one that's low on price and service and another that's higher on both.
Second, even if 레드벨벳 토토 lose an auction, reach out to the potential customer with a multi-issue package. Assuming 레드벨벳 토토r bid was in the low range, the customer may be tempted to work with 레드벨벳 토토 instead of the rock-bottom bidder.
Finally, reach out to potential customers between auctions. Encourage them to discuss their needs and then show how 레드벨벳 토토 can meet those needs. By doing so, 레드벨벳 토토 may lock up a deal before it has a chance to go to auction.
1. Examine 레드벨벳 토토r portfolio.
In the heat of an important negotiation, it's tempting to assume that 레드벨벳 토토r entire career hinges on 레드벨벳 토토r ability to seal this particular deal, especially in the midst of an economic downturn. Needless to say, this approach to negotiation is counterproductive. When 레드벨벳 토토're stressed, 레드벨벳 토토 are likely to be less creative and more concessionary than when 레드벨벳 토토're feeling stronger and calmer.
One way to feel more powerful is to consider 레드벨벳 토토r entire portfolio of negotiations. By creating a broad strategy for 레드벨벳 토토r entire portfolio of negotiations, 레드벨벳 토토 take the pressure off each individual negotiation and gain the strength 레드벨벳 토토 need to pass up a bad deal.
2. Acknowledge 레드벨벳 토토r weakness.
Experts usually advise negotiators to conceal weak BATNAs from their counterparts. After all, if someone knows 레드벨벳 토토 have nowhere else to go, he could take advantage of 레드벨벳 토토r weakness.
In some instances, however, 레드벨벳 토토 may be in a position of such extreme weakness that it's impossible to hide. If so, don't assume 레드벨벳 토토 have nothing to offer. It could be that 레드벨벳 토토r counterpart has a strong incentive to help keep 레드벨벳 토토 afloat. The $700 billion government bailout of the U.S. banking industry in October 2008 stands as one dramatic instance of this type of scenario. As banks teetered on the brink of collapse, Congress decided that some were simply too big to fail. For similar reasons, banks are often willing to negotiate new terms with borrowers facing mortgage defaults. A bank may prefer to refinance an existing mortgage than to sell a property at a loss.
With any luck, 레드벨벳 토토 and 레드벨벳 토토r organization will never have to appeal for help to avoid a ruinous financial collapse. But there are instances in which 레드벨벳 토토 can call on 레드벨벳 토토r counterpart's sense of fairness to get a better deal.
When 레드벨벳 토토've been unable to improve 레드벨벳 토토r bargaining power through the other means we've described, appealing to 레드벨벳 토토r counterpart's sense of fairness may be the best strategy 레드벨벳 토토 have.
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