Negotiation Tip of the Week

Agreement, Business, Businessman


“We need to ruin their lead negotiator’s leverage to weaken his abilities to negotiate effectively.” Those were the words uttered during the preparation stage of a pending negotiation.
When planning your discussion, do you consider how the absence of leverage can ruin a negotiator’s abilities? Leverage adds weight to a negotiator’s efforts. It can be the difference between a mediocre outcome and one that is substantially better.
The use of leverage can constrict the execution of a negotiator’s plans. Therefore, be watchful of when its usage might be employed against you and how/when you’ll employ it. Since its implementation will change the flow of the negotiation, you should figure out the timing of its use to maximize the benefits derived from it. Be aware that all forms of leverage don’t bear the same weight. Thus, always examine the different forms of leverage you’ll use, and determine which ones will be most impactful when assembling them.
Length of Leverage Implementation:
There are several occasions in a discussion when you should consider using leverage.
Ponder using it when you don’t wish to go over points which will radically alter your negotiation program.
Consider how you can inject leverage as a surprise to observe the other negotiator’s reaction. That response may uncover hidden elements that you ought to discuss your negotiation counterpart would rather keep undisclosed.
Park it – When considering leverage efforts used against you, consider if you should address the assumption that’s raised. Sometimes, it may behoove you to say,”let’s put that aside for now.” If your request is successful, it will negate the need for discussion about the assumption of the leverage attempt. Therefore, it’s a way to deflate its charges.
When the other negotiator tries to wiggle free of your leverage use, you may use your first attempt to pin him into a position. As an example, if you ask if he’d like to accept offer one or two, understanding both are bad, and he said no to either, then you could make another offer that was better or worse than the initial one; your offer per better or worse would be dependent on what you were attempting to achieve by your own offers. He could reject your third offer but you could feign exasperation and state that you are actually attempting to become amenable; the implication being, his position is untenable.
Refute It:
I attempt to be transparent when negotiating. That means, while I try to not mislead, I don’t disclose every part of my negotiation position.
During your discussions, realize that some negotiators will be as transparent as viewing through a stain-free glass. That will be the exception, not the rule. In certain situations, your opponent will outright lie. Be ready to refute his lies with bona fide rebuts which are greater than Rat Control. Using that form of leverage will enhance your position and diminish his if he’s willing to take your pronouncements. That will make him think twice about pursuing this line of deceit moving ahead.
In your future negotiations, consider how you’ll use leverage to improve your efforts. The better you become at identifying when, how, and at what points you’ll employ its usage, the better your negotiation results will be… and everything will be right with the world.
Remember, you are always negotiating!

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