[Partnerwerks TeamWisdom Tips] Negotiation Tip #2- Bargain Tough

NEGOTIATION TIP #2: Bargain Tough

10-Second TeamWisdom: You get what you
accept. Educate yourself and demand more.
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Successful negotiators all bargain tough.
"Integrative*" negotiators' toughness comes
from intense desire to satisfy interests.
However "distributive" negotiators manipulate
to get the upper hand. Recognize these
manipulative ploys so you can swim with these
sharks anytime you choose.

Plausible deniability is one common ploy:

Them: You are asking $10,000; will you take
	  $9000?
You: Okay.
Them: How about $8000?

You let them set you up with ambiguity. Is it
an offer or a question? Here's a better
response when you smell plausible deniability:

Them: Will you take $9000?
You: Are you offering $9000?

You call them on their ploy and switch
the hot seat from you to them (you can respond
to a distributive tactic with an integrative
move).

"Limited authority" is another common
distributive ploy in which the other must
consult an inaccessible-to-you third party.
You may think this is just a used car sales
trick, but the business world is loaded with
limited authority.

But, you ask, is limited authority in
corporations necessarily a distributive ploy?
Great question since integrative and
distributive negotiation can appear similar.
Here's how you know: How does it feel? Does
it feel like a set-up to give them the upper
hand over you? If so, then it could be a
distributive ploy.

Remember, when your own integrity and the
relationship are important, you will get
better outcomes by bargaining tough from an
integrative approach. Here's how:

1. Seek clarity first. Your power comes from
your unwavering commitment to your values
and interests, so get clear about what you
stand for, deserve, and want. This is the
most important work! Consider yourself your
most important sale. When you are clear,
being tough is easy (think about Rosa Parks
refusing to give up her seat on the bus).

2. Focus on interests rather than positions.
Most interests can be satisfied from several
different positions. In the heat of
negotiation, remain mindful of and keep
forwarding your interests. Don't get stuck
defending one position.

3. Honor self and other. Concern yourself
with satisfying an array of interests, rather
than with beating the other. Do demand that
the other clarify their interests so you can
honor them while seeking your interests.

The toughest negotiators are always
powerfully aligned with human values of truth
and dignity. They go after what they want
without attempting to manipulate others.
Sometimes they do business, sometimes not.
Nevertheless, they stay in rapport and can
look forward to the next opportunity to work
together.

* Refresh your memory of Integrative and
Distributive negotiation styles at the
TeamWisdom Tips archive.

Get started with this week's 5-minute
Practice Tip.
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5-Minute Practice Tip: Think of a current
negotiation. Write down your interests and
the interests of the other you are committed
to satisfying.
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© Christopher Avery, 2003. Permission granted
to forward in its entirety. All other rights
reserved. Contact for reprint permission.
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Quotable: Let us never negotiate out of fear.
But let us never fear to negotiate.
  ~ John F. Kennedy

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