Most people would rather walk away from a deal with nothing rather than take an offer they consider unfair.
Taking the tension, apprehension and conflict out of the process can help a negotiator approach the task with a more productive attitude: it’s not such a grave and arduous ordeal to be dreaded but an opportunity to have some fun while trying to create a better deal.
Have you seen the CarMax “I hate to haggle” TV ad? It runs frequently in Southern California and probably also in any big metro area where CarMax has a presence. Let’s have a look at the popular Barista and Fireman commercial, featuring the “I hate to haggle” theme.
Dilbert, the Negotiator, from Scott Adam’s comic strip provides an endless reservoir of insight into the business world.
Dilbert the negotiator counters the anchor tactic. In today’s strip (12 Feb 2015) he gets the better of guy who is attempting to use a negotiating tactic, the anchor.
Doctors negotiate every day, almost constantly, yet they receive almost no formal instruction in how to do so.
The Mobus Blog is here for you to enjoy our tips, helpful hints and negotiation stories from the dozens of industries we’ve covered and the thousands of professional like you who negotiate every day!
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