Never fear to negotiate, no matter how great the differences are. It is impossible for both parties to recognize where and how an agreement can be made without undertaking the process of negotiating. The final outcome only becomes apparent after extended discussions.
Negotiating fear can create enormous pressure on you and impact your success.
Never get panicked into a final agreement by a time deadline. It is easy to fall into the time trap. Be skeptical about deadlines. Most of them are negotiable.
If you make an error in coming to an agreement, don't be afraid to admit it. Maybe it is an error in judgment or a mistake on some fact or statistic. Whatever it is, it can impact your final agreement. Deal with errors promptly. Admitting such mistakes takes courage, but immediate corrections are essential a satisfying agreement.
Remember, negotiation is not a contest. Don't shy away from negotiating just because you are afraid of making a mistake or doing poorly. With a little effort, and good negotiating skills, a better agreement can be found for both parties at the same time.
When you attended our Effective Negotiating Seminar, we helped you identify and experience many aspects of negotiating. We provided you the tools to gain a better understanding of the process, what to look for, what to watch out for and how to take control of the negotiating process. Use these tools. They will help reduce fear and make you feel more comfortable in your negotiations.
About the Author:Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery no other negotiator in the country can match. After earning an Engineering degree from the University of Colorado and a Masters in Business from Columbia University, Dr. Karrass became a negotiator for the Hughes organization. There he won the first Howard Hughes Doctoral Fellowship Award, and spent three years conducting advanced research and experimentation in negotiation techniques before earning his Doctorate from the University of Southern California.
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By: Dr. Chester Karrass | 18/02/2008 | Negotiation
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By: Dr. Chester Karrass | 07/05/2008 | Negotiation
any of today's negotiations can become very complex and involve many varying issues. Should these complex negotiations begin with agreements in principle or are you better served by leaning towards starting with agreement on a fact-by-fact, issue-by-issue basis?
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By: Dr. Chester Karrass | 22/04/2008 | Negotiation
Asian cultures are said to be more concerned about face-saving than Western cultures. I'm convinced that Westerners are just as concerned about saving face. Perhaps our concern is deeply hidden, but it's there. Face-saving is one of the big hidden issues in every negotiation.
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By: Dr. Chester Karrass | 08/04/2008 | Negotiation
KARRASS Effective Negotiating® Tip
Splitting The Difference
by Dr. Chester L. Karrass
This month I received an email from a client who frequently hosts Karrass In-House negotiation seminars for their employees. They asked me to elaborate on what happens when, in the negotiation process, you agree to "split the difference" to finalize an agreement.
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