Negotiating Tip -Beyond the Box; Expanding the Pie

In a previous blog I asked if you were an out-of-the-box negotiator.  Personally, I don’t see how you can be an effective negotiator if you stay in your box.  Here’s why.  If you enter a negotiation without alternatives or options than you are setting yourself and the other party up to accepting an outcome that may not be satisfactory to either side.  This “in the box”, fixed outcome is known as “The Pie”.  You can divide the pie up so many ways but it is still fixed and you are still negotiating over some portion of the pie.  Many negotiation … [Read More...]

Are You an Out of The Box Negotiator?

Negotiation is all about finding a solution to a problem.  You want to find the best deal for yourself and the other party wants to do the same.  Since  these objectives frequently appear to be in conflict, what you really want to do is find the best deal for both of you.  That way everybody wins and both sides achieve their goals.  Staying in your box limits your possibilities to make a good deal.  One of my favorite examples of out of the box thinking is about a friend of mine who is an antique dealer.  He is an old country boy who had worked … [Read More...]