This version has corrected links.
WHAT'S YOUR NEGOTIATION STYLE?
10-Second TeamWisdom: Asking yourself "How
many winners might this deal create?" is core
to negotiating with TeamWisdom.
_____________________________________________
Subscribe or unsubscribe below. Every 500th
subscriber receives an autographed book.
_____________________________________________
Everyone negotiates all the time. So, are you
primarily a "distributive" or an
"integrative" negotiator?
A distributive negotiator assumes you'll:
- Split a limited pie,
- Duel mentally for the upper hand,
- Ask for more than you'll settle for,
- Offer less than you'll give,
- Vie for winner and loser, and
- Quickly compromise if the other's as smart
as you.
An integrative negotiator assumes you'll:
- Look to expand the pie,
- Problem-solve together,
- Clarify what you want,
- Clarify what its worth to you,
- Explore to discover and meet all
interests, and
- Hang on to your interests as long as more
avenues can be explored.
People with TeamWisdom favor integrative
negotiating for three reasons:
1. Payoffs. Regardless of the other's
negotiating style, an integrative approach
generally creates a better chance for
fulfilling one's own interests.
2. Ethics. Integrative negotiating honors the
self and others instead of belittling
anyone.
3. Relationships. Integrative negotiating
builds rather than burns bridges.
However, TeamWisdom Masters are adept at both
styles. Why? Because they can build valuable
relationships with collaborators, and they
can swim with sharks when they must.
How can you become better at integrative
negotiating? It's simple. Integrative
negotiators know their own interests and
accept as valid the interests of others.
Invest the time to get very, very clear about
your and other's interests.
Get started with this week's 5-minute
Practice Tip.
_____________________________________________
Book Christopher to deliver this message at
your next event.
http://www.partnerwerks.com/services_and_products/speaking.html
_____________________________________________
5-Minute Practice Tip: What agreement do you
have in front of you to negotiate? Generate
and prioritize your interests.
_____________________________________________
Get "Teamwork Is an Individual Skill: Getting
Your Work Done When Sharing Responsibility"
http://www.amazon.com/exec/obidos/ASIN/1576751554/partnerofficeont
_____________________________________________
Factoid: Most negotiators enter talks
assuming they have the weaker position.
---------------------------------------------------------------------------
To subscribe, send a blank message to TeamWisdom-on@partnerwerks.com
To unsubscribe, send a blank message to TeamWisdom-off@partnerwerks.com
To change your email address, send a message to TeamWisdom-change@partnerwerks.com
with your old address in the Subject: line
To contact the list owner, send your message to
TeamWisdom-list-owner@partnerwerks.com