Negotiating Starts With Assumptions
Most negotiations start with both sides having a set of assumptions regarding what the other side wants, needs, or are able to do, or not do. One of the purposes of the negotiating process is to discover if your assumptions are valid.
Never trust your assumptions because they are likely to be as wrong as right.
Let's look at some common assumptions many business people start with:
"They will never pay that much."
"They don't want to do business with us after the last mess-up."
"We've got to have it done in 60-days."
"There is a lot of competition."
"They would never be interested in this option."
"He doesn't have enough money."
"I'm sure we're not the low bidder."
Assumptions like this can defeat you before you even start negotiating. These assumptions lower your own expectations, influence the outcome of the negotiation; and may, in fact, be dead wrong!
Be careful! Your assumptions can:
* Cause you to make high offers when low ones are called for.
* Influence you to make low demands and quick concessions when opposite actions are warranted.
* Seduce you into believing deadlines when patience is by far the better course of action.
* Create potential hurdles that can move you in the wrong direction.
Don't fall in love with your assumptions. Part of the negotiating process is to check them out. Assumptions are neither right nor wrong until proven so.
Assumptions place boundaries on the potential outcomes of a negotiation. The better you validate these boundaries, the better position you will be in to create truly Both-Win outcomes.
Related Tags: negotiating, assumptions, array tips strategy
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.Your Article Search Directory : Find in Articles
Recent articles in this category:
- North Minneapolis 2009 - "40/40/40 Community Benefits Agreement" Must be a Part of Business as Usual to Help Community Growth
"If it's not growing, it's going to die." ...Michael Eisner In 2009 north Minneapolis community
- Negotiation Probes
Your negotiating leverage is determined by how much you know about the other party's attitudes, pre
- Keep Negotiating Tactics Flexible
There is no right negotiating tactic if you have the wrong strategy or policy. Strategic objectiv
- Resist Like Water
The Chinese have a saying, "It is well to resist like water." When water is put under pressure or
- Negotiating Threats
Have you ever been threatened during a negotiation? You probably have received more negotiating thr
- Lyons & Wolivar, Inc. (l&w Investigations) to Teams Up With Smith & Brink at Iasiu Expo
WESTBOROUGH, MASSACHUSETTS...L&W Investigations, the foremost private investigations company specia
- How Do You Respond to a "take it or Leave It" Demand?
What do you do when the other party gives you a firm but polite "take-it-or-leave-it"? There are op
- Why You Should Have It In Writing
There is an old saying in the West that says that if the preacher talks too much about stealing, be
- How to Get a Fair Insurance Settlement
Natural disasters such as wildfires, hurricanes, tornados, and floods have been making headlines.
- Acceptance Time
The idea of acceptance time is so simple that it is often overlooked in negotiations. Yet, when und
Most viewed articles in this category:
- Ecological Negotiation
Negotiation is a process of trying to arrive at a mutually agreeable conclusion about something. It
- How to Negotiate Like A Pro In Long-term Negotiations
Ever notice that negotiations usually go much better when there is a history of trust from previous
- The Gender Blenders-How Successful Men and Women Mix-It-Up in Negotiation
Our early ancestors settled on a division of labor, dictated largely by biological necessity: The wo
- The Art of Negotiation, Investing in ART, Investing in YOU, Its About the MONEY Honey! Part One
As an artist it is hard to not feel flattered when approached by a gallery. If you are a profession
- The Art of Negotiation, Investing in ART, Investing in YOU, Its About the MONEY Honey! Part Two
Part Two:Ask questions, sheesh, never be afraid to ask questions.Don't be intimidated by people, the
- Let's Just Split it Down the Middle
Everybody's Used ItIn the realm of give and take it's almost genetic. On every continent, in every c
- Effective Questioning in Negotiation
Effective questioning is a powerful and often underused skill in negotiation. Asking questions has m
- IT Contracts Negotiation-Who Lead-Legal or Commercial
While I have nothing against Lawyers leading any negotiation and believe they have a major role to p
- I Wonder Why Do Procurement Departments Still Exist Today?
I am amazed that it is taking such a long a time for procurement departments of indirect goods and s
- How To Structure A Negotiation
People who are successful negotiators, always have a well thought out strategy before entering into