Comments on: Can you become a master negotiator?

By: Don Kasle

Don Kasle — Fri, 15 Feb 2019 18:29:47 +0000

David — Thanks for a great reminder. I read Herb Cohen’s book years ago. It was a loaner as I don’t even have it in my library. I just ordered and downloaded it on Amazon Kindle so I can read it on my iPad. It is a gem!

By: Ron Siilverton

Ron Siilverton — Wed, 13 Feb 2019 22:43:56 +0000

Lots of good points here, but more important than any individual negotiation is creating competitive tension. If you are a buyer, you want to have a few good alternatives you can play off against each other. If you are the seller, you want to have a few interested buyers. This is particularly true in situations where there is not repeat play, but even with long term suppliers it makes sense to have more than one source.

By: Ron Hahn

Ron Hahn — Tue, 12 Feb 2019 23:18:18 +0000

I believe the author you reference is Herb Cohen, not Cohn.

By: Dave Berkus

Dave Berkus — Tue, 12 Feb 2019 22:12:22 +0000

In reply to Ron Thompson.

Ron,
You bring up the ethical question of whether a good negotiator should take advantage of “one of the opposite type” and whether the negotiation should leave something on the table. You may have been on the side of the good negotiator in such a situation; I have. My advice is to live with your conscience. A victim of a bad negotiation will discover the loss sometime and be bitter. Not a win-win.
-Dave

By: Bill Carpenter

Bill Carpenter — Tue, 12 Feb 2019 21:07:50 +0000

Herb Cohn teachings and your story are great examples of applying many of the “Seven Habits”
“seek first to understand, then be understood” (learn what really matters to them)
“think win-win” (zero-sum compromise or parity is failure)
“synergize” (differences create opportunities for stronger outcome)

Combine that with a realistic assessment of the “best alternative to a negotiated outcome”, have a real deadline (hopefully not your own), and empower a negotiator who cares – but not too much – and you’ll have the best possible negotiation.

Thanks, Dave!!

Bill Carpenter

By: Ron Thompson

Ron Thompson — Tue, 12 Feb 2019 20:16:13 +0000

Good insights on the importance and techniques of successful negotiations.

Over the years, having noticed many people are self serving, don’t know what they don’t know, ego, different agendas / objectives, etc. – negotiating a win / win is much tougher than it needs to be.

Because of this, any insight on avoiding or getting past a lowest common denominator scenario ?

By: Arthur Lipper

Arthur Lipper — Tue, 12 Feb 2019 18:03:10 +0000

Successful negotiation is an exercise in understanding and using the fear and greed motivators of the opponent. What do they fear the most and what do they want the most are the factors. Are they afraid that if they pass on an opportunity which becomes successful they will be criticized? Are they afraid of losing money more than missing a profit? Do they have a greater fear of the loss of profit than the loss of money? The successful negotiator will enter the process believing they are the more powerful in addressing the fear and greed motivations of the counter-party and that it is in the opponent’s best interest to accept the proposals of the negotiator.