THINK 온라인카지노 순위 벳위즈’RE POWERLESS? THINK AGAIN
the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
So, 온라인카지노 순위 벳위즈've communicated 온라인카지노 순위 벳위즈r interests, probed 온라인카지노 순위 벳위즈r counterpart about his needs, and attempted to uncover hidden sources of value -- and 온라인카지노 순위 벳위즈're still feeling as if the other side has all the power.
When 온라인카지노 순위 벳위즈r options to the current negotiation are limited, it's common to assume 온라인카지노 순위 벳위즈 have no choice but to accept the unappealing deal on the table. Before 온라인카지노 순위 벳위즈 cave in, though, consider whether any of the following five strategies could boost 온라인카지노 순위 벳위즈r bargaining power.
1. Closely examine 온라인카지노 순위 벳위즈r BATNA.
온라인카지노 순위 벳위즈 probably understand the importance of cultivating 온라인카지노 순위 벳위즈r BATNA, or best alternative to a negotiated agreement. In a job negotiation, 온라인카지노 순위 벳위즈r BATNA might be a promising lead or, worse, the prospect of going on unemployment and waiting for other opportunities to arise. The more 온라인카지노 순위 벳위즈 can do to build a strong outside alternative, the more power 온라인카지노 순위 벳위즈 will have in 온라인카지노 순위 벳위즈r current negotiation.
In addition to cultivating a strong BATNA, 온라인카지노 순위 벳위즈 also need to assess 온라인카지노 순위 벳위즈r best alternative as carefully as possible. This means translating 온라인카지노 순위 벳위즈r BATNA to the current deal; prospects that look similar on the surface may differ quite a bit in the details. For example, two job offers might be comparable in terms of salary, but when 온라인카지노 순위 벳위즈 weigh one job's flextime opportunities against the other job's limited vacation days, 온라인카지노 순위 벳위즈 may discover that one offer is far superior to the other.
2. Assess the other side's BATNA.
Negotiators often err in assuming that the other side is in a much stronger bargaining position than it is. In negotiation, it pays to spend as much time thinking about and researching the other side's bargaining position and BATNA as 온라인카지노 순위 벳위즈 spend assessing 온라인카지노 순위 벳위즈r own options. 온라인카지노 순위 벳위즈 may be pleasantly surprised to discover that 온라인카지노 순위 벳위즈r counterpart needs 온라인카지노 순위 벳위즈 even more than 온라인카지노 순위 벳위즈 need her.
3. Change the game.
If 온라인카지노 순위 벳위즈r organization regularly bids for business, 온라인카지노 순위 벳위즈 may be accustomed to feeling like the weaker party. Those facing auctions that are won or lost based solely on price may find they're constantly fighting an uphill battle for coveted contracts.
In such cases, 온라인카지노 순위 벳위즈r best option may be to change the game. Instead of accepting that 온라인카지노 순위 벳위즈've got to compete on price, find ways to show 온라인카지노 순위 벳위즈r desired partner that 온라인카지노 순위 벳위즈 offer better all-around value than 온라인카지노 순위 벳위즈r competitors. If 온라인카지노 순위 벳위즈 have a highly reliable product, a stellar reputation, or impeccable service, it's up to 온라인카지노 순위 벳위즈 to convince other parties that they would benefit from working with 온라인카지노 순위 벳위즈.
How can 온라인카지노 순위 벳위즈 educate an individual or organization that's fixated on short-term pricing (or another single issue) that they'd get a better long-term deal from 온라인카지노 순위 벳위즈? First, submit two or more equivalent bids simultaneously, such as one that's low on price and service and another that's higher on both.
Second, even if 온라인카지노 순위 벳위즈 lose an auction, reach out to the potential customer with a multi-issue package. Assuming 온라인카지노 순위 벳위즈r bid was in the low range, the customer may be tempted to work with 온라인카지노 순위 벳위즈 instead of the rock-bottom bidder.
Finally, reach out to potential customers between auctions. Encourage them to discuss their needs and then show how 온라인카지노 순위 벳위즈 can meet those needs. By doing so, 온라인카지노 순위 벳위즈 may lock up a deal before it has a chance to go to auction.
1. Examine 온라인카지노 순위 벳위즈r portfolio.
In the heat of an important negotiation, it's tempting to assume that 온라인카지노 순위 벳위즈r entire career hinges on 온라인카지노 순위 벳위즈r ability to seal this particular deal, especially in the midst of an economic downturn. Needless to say, this approach to negotiation is counterproductive. When 온라인카지노 순위 벳위즈're stressed, 온라인카지노 순위 벳위즈 are likely to be less creative and more concessionary than when 온라인카지노 순위 벳위즈're feeling stronger and calmer.
One way to feel more powerful is to consider 온라인카지노 순위 벳위즈r entire portfolio of negotiations. By creating a broad strategy for 온라인카지노 순위 벳위즈r entire portfolio of negotiations, 온라인카지노 순위 벳위즈 take the pressure off each individual negotiation and gain the strength 온라인카지노 순위 벳위즈 need to pass up a bad deal.
2. Acknowledge 온라인카지노 순위 벳위즈r weakness.
Experts usually advise negotiators to conceal weak BATNAs from their counterparts. After all, if someone knows 온라인카지노 순위 벳위즈 have nowhere else to go, he could take advantage of 온라인카지노 순위 벳위즈r weakness.
In some instances, however, 온라인카지노 순위 벳위즈 may be in a position of such extreme weakness that it's impossible to hide. If so, don't assume 온라인카지노 순위 벳위즈 have nothing to offer. It could be that 온라인카지노 순위 벳위즈r counterpart has a strong incentive to help keep 온라인카지노 순위 벳위즈 afloat. The 0 billion government bailout of the U.S. banking industry in October 2008 stands as one dramatic instance of this type of scenario. As banks teetered on the brink of collapse, Congress decided that some were simply too big to fail. For similar reasons, banks are often willing to negotiate new terms with borrowers facing mortgage defaults. A bank may prefer to refinance an existing mortgage than to sell a property at a loss.
With any luck, 온라인카지노 순위 벳위즈 and 온라인카지노 순위 벳위즈r organization will never have to appeal for help to avoid a ruinous financial collapse. But there are instances in which 온라인카지노 순위 벳위즈 can call on 온라인카지노 순위 벳위즈r counterpart's sense of fairness to get a better deal.
When 온라인카지노 순위 벳위즈've been unable to improve 온라인카지노 순위 벳위즈r bargaining power through the other means we've described, appealing to 온라인카지노 순위 벳위즈r counterpart's sense of fairness may be the best strategy 온라인카지노 순위 벳위즈 have.
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