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<\/a>When asked, most people could not identify or describe their negotiating rationale. Some might even respond that they don\u2019t have one. Oh yes, they do. We all do.<\/p>\nUnless specifically selected from a list of possibilities, we adopt a rationale by default. We just gravitated to one accidently.<\/p>\n
The problem is that our default rationale might not be the best for us, the most effective for our negotiating situations or the one compatible with our style.<\/p>\n
There are four (4) negotiating rationales to choose from.<\/p>\n
1. Accommodation: Our rationale here is that we want to give up things so others can have them. It could be summarized as: I lose, you win. We all know accommodators. We\u2019ve even been them, at least in certain situations, especially with our kids.<\/p>\n
Can we agree in a serious negotiation, this isn\u2019t our best choice?<\/p>\n
2. Persuasion<\/strong>: This rationale is that we are super aggressive and strongly focused on trying to influence our negotiating opponent to do or see things our way. Call it: I win, you lose. Here we pull out all the stops.<\/p>\nWe leverage every power source available and muster our most influential language to get the other side to yield. To some, this sounds wonderful. But consider, if you have to live a long time with this opponent or ever have to negotiate with them again, the problem becomes inevitable. Another bad choice.<\/p>\n
3. Compromise<\/strong>: Here\u2019s where many will drop their anchor and say, \u201cYes, I like this one.\u201d But wait, isn\u2019t compromise when both sides are required to give up something? Couldn\u2019t this be called: I lose, you lose?<\/p>\nWe\u2019ve all experienced this one too. It has become the default rationale of many. The only (significant) downside is that both end up \u2018losing\u2019!<\/p>\n
4. Partnering<\/strong> : Most haven\u2019t heard of or considered this one. It\u2019s more of a collaborative rationale where our goal is: I win, you win. Now that you have heard of it, can you think of a reason why you wouldn\u2019t want all your negotiations to end with both sides feeling like winners? Let\u2019s face it, this should be our selection!<\/p>\nEpilogue<\/strong>: I can\u2019t leave this discussion without admitting that we don\u2019t live in a perfect world where everything fits into a neat category. There\u2019s no way every negotiation can be restricted to just a partnering rationale.<\/p>\nMost good negotiators use a combination\u2026and so should you.<\/p>\n
Aren\u2019t there times you want to be persuasive? Should you be accommodating here and there? And, finally, don\u2019t we all have to give us something small (compromise) to gain something big (partnering).<\/p>\n
The message is\u2026diversify and don\u2019t get caught using but one rationale<\/strong>, especially if it isn\u2019t the best one for you and your negotiating circumstances.<\/p>\n![\"Globalauctionguide_egav15\"](\"https:\/\/msaa.org\/wp-content\/uploads\/2016\/05\/Globalauctionguide_egav15.jpg\")
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Winter eGavel 2015 Pg7 Welcome to the\u00a0MAA\u2019s Winter 2015 eGavel! eGavel Home, Page\u00a01,\u00a02,\u00a03,\u00a04,\u00a05,\u00a06,\u00a07,\u00a08 Download entire issue in\u00a0PDF HERE. Negotiating Rationales by John Hamilton When asked, most people could not identify […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"_links":{"self":[{"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages\/1565"}],"collection":[{"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/comments?post=1565"}],"version-history":[{"count":5,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages\/1565\/revisions"}],"predecessor-version":[{"id":3792,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages\/1565\/revisions\/3792"}],"wp:attachment":[{"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/media?parent=1565"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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