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Win-Win Negotiation Tactics – Part 2

Monday, October 5th, 2009

Each of the following Negotiation Tactics will allow you to build a win-win outcome.

3) Balancing the Scales
   Description: Displaying or laying out the agreement as if on a scale or ledger so that both parties can compare what they are giving and receiving in the negotiation.
   Sounds like: “So, you get a better discount for a larger order, and I get faster payment terms to help me with cash flow.”
   Advantages: Compares currencies exchanged side by side to demonstrate a fair deal.
   Disadvantages: Can show imbalance between the two sides leading to additional concessions.
   Tips: Most people will settle for a fair deal especially if they can see it laid out side by side. In many cases, the party negotiating with you may have to demonstrate to someone else that they got a fair deal.

4) Brainstorming
   Description: All negotiators agreeing that for a fixed time (say 5 minutes) they will generate some ideas on how to reach agreement, while at the same time suspending judgment or insisting on a concrete resolution.
   Sounds like: “Let’s step back and try a few what-if’s.” “We seem to be stuck here, what if we discuss some options and see if something emerges that we can both live with.”
   Advantages: Generates lots of options and alternatives without commitment. Signals openness and flexibility to the other side.
   Disadvantages: Less control of the process. You may reveal more than you intend.
   Tips: Although this could be used early in the negotiation, it is most appropriate during the exploring stage. It is very useful if an impasse has occurred. Establish the ground rules before you start brainstorming.

5) Bundling
   Description: Combining (bundling) currencies to demonstrate additional value.
   Sounds like: “If we put together price, volume, and the terms of the agreement, you can see that they all work together to provide you with price stability and a deep discount.” “We’ll include both technical assistance and on-site service to ensure that your operation doesn’t go down.”
   Advantages: Establishes the added value of two or three items. Demonstrates the interrelationship of currencies such as price, volume, and term of contract.
   Disadvantages: Other party may cherry-pick one currency in the bundle while misunderstanding the impact on other parts of the deal.
   Tips: Look over your list of issues and see which could be related—price and volume, parts and labor, technical assistance and service delivery, and so on. Using the triangle concept provides you with room to maneuver while maintaining a sense of balance in the deal.