the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
So, 골드문 토토사이트've communicated 골드문 토토사이트r interests, probed 골드문 토토사이트r counterpart about his needs, and attempted to uncover hidden sources of value -- and 골드문 토토사이트're still feeling as if the other side has all the power.
When 골드문 토토사이트r options to the current negotiation are limited, it's common to assume 골드문 토토사이트 have no choice but to accept the unappealing deal on the table. Before 골드문 토토사이트 cave in, though, consider whether any of the following five strategies could boost 골드문 토토사이트r bargaining power.
1. Closely examine 골드문 토토사이트r BATNA.
골드문 토토사이트 probably understand the importance of cultivating 골드문 토토사이트r BATNA, or best alternative to a negotiated agreement. In a job negotiation, 골드문 토토사이트r BATNA might be a promising lead or, worse, the prospect of going on unemployment and waiting for other opportunities to arise. The more 골드문 토토사이트 can do to build a strong outside alternative, the more power 골드문 토토사이트 will have in 골드문 토토사이트r current negotiation.
In addition to cultivating a strong BATNA, 골드문 토토사이트 also need to assess 골드문 토토사이트r best alternative as carefully as possible. This means translating 골드문 토토사이트r 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 골드문 토토사이트 weigh one job's flextime opportunities against the other job's limited vacation days, 골드문 토토사이트 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 골드문 토토사이트 spend assessing 골드문 토토사이트r own options. 골드문 토토사이트 may be pleasantly surprised to discover that 골드문 토토사이트r counterpart needs 골드문 토토사이트 even more than 골드문 토토사이트 need her.
3. Change the game.
If 골드문 토토사이트r organization regularly bids for business, 골드문 토토사이트 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, 골드문 토토사이트r best option may be to change the game. Instead of accepting that 골드문 토토사이트've got to compete on price, find ways to show 골드문 토토사이트r desired partner that 골드문 토토사이트 offer better all-around value than 골드문 토토사이트r competitors. If 골드문 토토사이트 have a highly reliable product, a stellar reputation, or impeccable service, it's up to 골드문 토토사이트 to convince other parties that they would benefit from working with 골드문 토토사이트.
How can 골드문 토토사이트 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 골드문 토토사이트? 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 골드문 토토사이트 lose an auction, reach out to the potential customer with a multi-issue package. Assuming 골드문 토토사이트r bid was in the low range, the customer may be tempted to work with 골드문 토토사이트 instead of the rock-bottom bidder.
Finally, reach out to potential customers between auctions. Encourage them to discuss their needs and then show how 골드문 토토사이트 can meet those needs. By doing so, 골드문 토토사이트 may lock up a deal before it has a chance to go to auction.
1. Examine 골드문 토토사이트r portfolio.
In the heat of an important negotiation, it's tempting to assume that 골드문 토토사이트r entire career hinges on 골드문 토토사이트r ability to seal this particular deal, especially in the midst of an economic downturn. Needless to say, this approach to negotiation is counterproductive. When 골드문 토토사이트're stressed, 골드문 토토사이트 are likely to be less creative and more concessionary than when 골드문 토토사이트're feeling stronger and calmer.
One way to feel more powerful is to consider 골드문 토토사이트r entire portfolio of negotiations. By creating a broad strategy for 골드문 토토사이트r entire portfolio of negotiations, 골드문 토토사이트 take the pressure off each individual negotiation and gain the strength 골드문 토토사이트 need to pass up a bad deal.
2. Acknowledge 골드문 토토사이트r weakness.
Experts usually advise negotiators to conceal weak BATNAs from their counterparts. After all, if someone knows 골드문 토토사이트 have nowhere else to go, he could take advantage of 골드문 토토사이트r weakness.
In some instances, however, 골드문 토토사이트 may be in a position of such extreme weakness that it's impossible to hide. If so, don't assume 골드문 토토사이트 have nothing to offer. It could be that 골드문 토토사이트r counterpart has a strong incentive to help keep 골드문 토토사이트 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, 골드문 토토사이트 and 골드문 토토사이트r organization will never have to appeal for help to avoid a ruinous financial collapse. But there are instances in which 골드문 토토사이트 can call on 골드문 토토사이트r counterpart's sense of fairness to get a better deal.
When 골드문 토토사이트've been unable to improve 골드문 토토사이트r bargaining power through the other means we've described, appealing to 골드문 토토사이트r counterpart's sense of fairness may be the best strategy 골드문 토토사이트 have.
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