There are variety of styles of negotiation, depending on the circumstances. Where will
you do not expect to deal with the people ever again, and you also do not need their
goodwill, it might be appropriate to play the hardball.
A D V E R T I S E M E N T
Here you can seek to win the
negotiation, while other person losing out. Many people do go through this situation
when they buy or sell the house, that is why buying a house can be such a confrontational
and an unpleasant experience
Similarly, where there is great deal at the stake in negotiation, for an example,
in the large sales negotiations, then it might be appropriate to prepare the detail,
and use the gamesmanship to gain the advantage.
These approaches usually are wrong for resolving the disputes within the team. If the
person plays the hardball, then this will put the other person at the disadvantage.
Similarly, using the tricks and the manipulation during the negotiation could severely
undermine trust, damaging the subsequent teamwork. While the manipulative person might
not be caught if the negotiation is infrequent, this is not a case when the people work
together on the day-by-day basis. Honesty and openness are best policies in the team-based
Preparing for the Successful Negotiation
Depending on a scale of disagreement, the level of preparation might be appropriate
for conducting the successful negotiation. For a small disagreements, excessive
preparation could be counter-productive because it do takes time which is better focused
in reaching the team goals. It could also be seen as the manipulative because just as
it do strengthens your position, it weakens the other person.
If the major disagreement needed to be resolved, preparing thoroughly for that
is required, and worthwhile. Think through following points before you could start
What you want to get out from the negotiation? What do you expect from the other
What you and the other person have which you can trade? What do you and
the other person have so that the other wants it? What might you both be prepared
to give away?
If you do not reach the agreement with him/her, what alternatives you have? Are
these things good or bad alternatives? How much it matters if you do not reach
the agreement? Will the failure to reach the agreement cut out future opportunities?
What alternatives may the other person have?
What is a history of relationship? Can or should this history impact negotiation? Will
there be any of the hidden issues that might influence negotiation? How you will handle
What outcome would people be expecting from the negotiation? What
was the outcome in the past, and what precedents been set?
What are the consequences of winning or losing this
negotiation by you? What are the consequences of winning or loosing by the other person?
Who has the power in the relationship? Who do controls the resources? Who stands
to lose most if agreement is not ben reached? What power does other person have to
deliver which you do hope for?
Based on all considerations, what possible compromises
might be there?
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