How Do You Apply Golden Rule No. 3 When Things Get Difficult?

When the opposing party is quite powerful, it can seem impossible to get something in return for essential concessions. That is a false impression, provided that you observe the following principles:

  • Start by deliberately asking for unacceptable compensation, thereby obliging your counterpart to justify his refusal. This is a means of getting back on the offensive and controlling the discussions so as to obtain realistic compensation more easily.
  • Seek compensation that is of little cost to the other party, including the formulation of quality requirements, changes to product specifications, and so on.
  • Accept a certain imbalance between concession and compensation. The weighting of concession and compensation broadly reflects the balance of power between buyer and seller. Even symbolic compensation is far preferable to a unilateral concession, for the five reasons quoted at the start of this chapter.
  • If necessary, group negotiating issues in blocks and exchange two or three essential concessions for one significant item of compensation.
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