What are thewin-lose negotiation echoes associated with the manipulation of facts?

Positional negotiations take place in a strictly defined scheme. At the beginning, the initial proposals of both parties are presented, and then further concessions are presented, which the partners may agree to. A contract is created by matching each other. However, sometimes the balance can be disturbed. This happens when one of the negotiators makes a small request and the other party agrees to it. One entrepreneur gets a little more. Win-lose negotiation techniques related to small concessions are dangerous because we unconsciously agree to modify the terms of the contract that will not be beneficial to us.

Multi-stage negotiations are exhaustive. Imagine that after a few days of intensive conversations, you finally managed to work out an attractive solution. And suddenly, your partner asks if you are able to agree to a small concession that you will not feel at all. Would you agree? The opponent uses the win-lose salami negotiation technique on you and plucks you!

Be sensitive to small concessions. Fight the desire to agree to them. A firm and cultural response to the negotiator that all the conditions are already set and there can be no question of changing the contract. If you still have the strength to resume talks, offer your partner to renegotiate the contract. If he expects a concession to you, you too can find a provision in the contract that could be more favorably formulated for you.

Don’t fall for the tactics used by the pluckers! Apply win-win techniques: agenda, balancing on scale or correcting documents.

At school, children learn to round the numbers in order to quickly perform calculations in memory and. estimate the value of purchases in the store. It should be remembered that approximating prices and making mathematical operations on them will never give us the right result. To get the real value, you need to carry out calculations using a calculator.

Negotiators use approximations when they want to influence their partner, convincing them to make another concession. The win-lose simple solution technique used consists in rounding the value up or down in favor of the party making the proposal. People like simplification because it is easier for them to discern a given matter. However, approximations in negotiations can cause us big losses.

Pay attention to whether the amount operated by the other party is the same as the value negotiated in the contract. Do not allow deceptive rounding, which can contribute to making further concessions.

Protect yourself from the win-lose negotiation technique with a simple solution using the following tactics: patience, saying no, and Kolumbo.

Source: https://poradnikprzedsiebiorcy.pl/-techniki-negocjacyjne-win-lose-zwiazane-z-przystaniem-na-drobne-ustepstwa

Region Gdański NSZZ „Solidarność”

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.

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