Styles and Tactic in negotiating

Welcome back with me masukpak-eko.blogspot.com in book negotiating 101,now I will explain about negotiating styles,tactic in negotiating. then what are you waiting for? just read the explanation below.

 

Chapter 3 

Know your counterparty 

Who they are,what they need,how they operate 

  Experienced public speakers will emphatically tell you one of the most important element of the preparation process is knowing and understanding he audience. 

  Why? It’ssimple.if you know the audience,you can know better what they are looking for,what they need from your pitch,and what questions they’re likely to ask.if you are giving a talk on educational oppurtunities to a group of environmentalists,don’t you think they are going to want to know more about the environmental courses you plan to offer? Of course they will. 

  Your counterparty,like you,will enter the negotiation with his own list of goals,musts, and wants.if you know him,you will be better prepared to address those musts and wants.there should be fewer-maybe no-surprises. 

  I can’t sufficiently underscore enough the importance of knowing your counterparty before you get started. 

Chapter 4 

Negotiating style 

Negotiators are people,and people are different 

Chapter 4 explain about negotiating style from counterparty,and there are: 

1. The Intimidator 

Intimidators prey on emotions.they employ tactic that may not seem fair to you ,because they try to keep you off balance and prevent you from thinking clearly.They want you feel as if the negotiation is personal-and if something goes wrong it’s your fault.they put you on the defensive and try to separate you from your rational self.they hope your bruised ego will prevent you from looking objectively at the negotiation as it unfolds. 

2. The Flatterer 

Like the intimidator,the flaterer focuses more on your emotions than on fact and logic.the difference : the flatterer gets personal by loading the negotiation with positive but insincere remarks.The idea,once again,is to get an emotional response,deflect you from the facts,and throw you off balance. 

3. The Complainer 

Although the complainer is not as deceitful and unfair as other negotiating personalities covered thus far,she can still undermine the negotiation.the complainer is typically an insercure negotiator-or a master at the play-who realy wants to be heard and understood.once she’s gotten her say,this counterparty become more reason able and more pleasant to work with. 

4. The Arguer 

The arguer is a counterparty who seems to love the conflict,thriving on disagreements-and where isn’t a conflict or disagreements,he creates one just becausethat’s where his comfort zone lies!What you will see is a constant argument with the main points of a discussion-and/or more subtly,a steady and unrelenting nitpick of the smaller ones.some arguers may start out calm and accommodating and then switch to an argumentative mode midstream in the negotiation.

Chapter 5 

A short list of other tactics 

Here are a few other common negotiating tricks and plays you’ll see-and may use-from time to time. 

· Funny money,funny money is a real money presented in away that make it seem less real.When you gambling,you exchange cash for chips,a tactic casinos employ to make customers feel as if they are not gambling with ral money.in negotiating ,the other party may use funny money-barter,nonmonetary cocessions.They may even phrase things in percentages or points instead of dollars to shift your focus away from cost or price. 

· Red herring,a red herring is a glaring decoy or straw man.a negotiator might enter a negotiation with huge request-a ten year warranty-in hopesof getting a one year warranty or some other major concession.he never expected the ten year warranty in the first place,but he did wants to change the balance of power in the negotiation. 

· Low balling,you may hear a one-time offer or concession that goes away as you get into the details of the negotiation.you hear a great price,but then start to hear about the varios conditions (‘’well,that price is only good on the first teusday after a full moon’’).but now you are hooked.