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<\/a>I\u2019d be speaking the obvious if I reminded you that negotiating is typically a matter of give and take, offer and counter offer. We\u2019ve all been there and done that.<\/p>\nWhat we might be missing out on is the ability to get the best deal possible because of how we might allow the negotiating issues to become limited. As the title of this tip shares, we should avoid negotiating over just one issue. Without planning, most negotiations default to that state.<\/p>\n
One issue negotiating almost always \u2013 no, I\u2019ll say ALWAYS produces a win-lose result. When there\u2019s only one issue on the table, for one party to gain an advantage on that issue, the other party has to yield or make a concession.<\/p>\n
On the other hand, if there are multiple issues, one party could gain on one while their opponent gains on another. Each party tends to be a hard bargainer on issues they value heavily, while they\u2019re willing to make concessions on other issues they may not value so heavily.<\/p>\n
That\u2019s all theory, to this point, so how does one actually avoid single issue negotiating. It\u2019s as simple as being alert to the benefit of having multiple issues and being creative in introducing multiple issues.<\/p>\n
Example
\nA fellow is out to purchase a new appliance. The one issue that\u2019s most obvious is the price. Our fellow wants a low price. The store manager wants full price. A gain by one only is possible by a loss by the other. That\u2019s win-lose at its core.<\/p>\n
Our keen fellow recognizes that limiting the negotiations to just price is something to be avoided. So, as he drives to the store he diligently seeks to identify other issues to add to the discussions (negotiations). What would you suggest he consider?<\/p>\n
Our fellow has identified a few, including:
\n1. delivery of the new appliance (which might be an extra cost item),
\n2. the removal and disposal of the old appliance (another extra cost possibility),
\n3. extended warranty (almost always an extra expense), and
\n4. purchasing another item at a significant discount (quantity discount).<\/p>\n
There certainly can be others.<\/p>\n
Now when the bargaining begins between our key fellow and the store manager, they\u2019re not just negotiating price, but other items come into play. Without the other issues, the bargaining would proceed quite quickly to the highest price our fellow would pay and the lowest price the store manager would accept. Heading to an impasse or a \u2018cave in\u2019 very quickly.<\/p>\n
Don\u2019t forget that beyond the price and ancillary issues, our fellow can always ask for the \u2018courtesy discount\u2019 or \u2018repeat customer discount\u2019 (if that applies) and he can ask, \u201cWhat do I have to do to get a better price on this item?\u201d One is often surprised at what their opponent finds valuable and what they\u2019d like from a customer.<\/p>\n
So what\u2019s your next negotiation going to be? Will it be a major purchase where extra issues might be easily identified? Or will it be a family negotiation with a teenager where you have to be creative to inject additional issues.<\/p>\n
Even if the extra issues don\u2019t result in a major price concession by your opponent, at least you\u2019re in a position to gain some other items of value and be assured that you did achieve the best deal possible. Isn\u2019t that always our goal?<\/p>\n
Whatever the situation, good negotiators know that limiting negotiations to one issue is a dangerous situation and creative efforts should be made to add other items to the bargaining list.<\/p>\n<\/div>\n
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Summer 2016 eGavel Pg7 Welcome to the MAA\u2019s Summer 2016 eGavel! Summer 2016 eGavel Home, Page\u00a01,\u00a02,\u00a03,\u00a04,\u00a05,\u00a06,\u00a07,\u00a08,\u00a09 Summer 2016 eGavel in PDF Avoid One Issue Negotiating by John Hamilton I\u2019d be […]<\/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\/1621"}],"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=1621"}],"version-history":[{"count":6,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages\/1621\/revisions"}],"predecessor-version":[{"id":3749,"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/pages\/1621\/revisions\/3749"}],"wp:attachment":[{"href":"https:\/\/msaa.org\/index.php\/wp-json\/wp\/v2\/media?parent=1621"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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