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.
While international diplomacy is in many ways far removed from the business world, the two realms share much in common when it comes to the principles for good negotiations.
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.
Let’s talk about drugs! If you work for a large consumer products company you know it takes a LOT of work to develops medicines for the general public. And you know what that means…
Negotiation Skills Training in the 21st Century This program addresses the highest level of negotiating in today’s tough world of business: capturing value. Cutting-edge companies work hard and invest heavily in innovation to add value to their product line and to their supply chain. But that value doesn’t automatically go straight to the bottom line; it only happens through deals negotiated by key personnel within the company. Yet, traditional… read more →
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