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The Twelve Basic Principles Of Negotiation - Numbers 7 To 12 By James Delrojo This is the second article in a two part series on the principles of negotiation. If you don't have access to the first part article then you will find it on my blog.
7. Use your strengths and manage your weaknesses
In every negotiation each party has strengths and weaknesses. If one party held all the cards then it would not be a negotiation, they would simply be dictating the terms.
Be aware of your strengths and how you can best use them and be aware of your weaknesses and know how to manage them. Part of managing your weaknesses is to disguise them as strengths wherever possible.
Strength in a negotiation comes from things like willingness to walk away, low perceived need, no or low time constraints or having something that the other party needs but can't easily get elsewhere.
Weakness comes from strong need for what the other party is offering, short time constraints, or low need on the part of the other party.
8. Respond rather than react
A reaction implies that it is a reflex and doesn't involve thought or strategy. Skilled negotiators try to get their opponents reacting.
Responding on the other hand is keeping your control and not doing anything that is not a thoughtful application of your strategy.
If you have the habit of reacting then it is very easy for a skilled negotiator to manipulate you during the negotiation.
9. Attract rather than chase
It is very difficult for you to win a negotiation if you are doing the chasing. The idea is to make your proposals in such a way
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Xcel seeks max for renewable energyXcel Energy Inc. asked state regulators Monday to raise the amount of money it collects from customers to pay for renewable energy to the full 2 percent of the monthly bill allowed by state law. (XEL) Dow climbs 270 pointsThe major Wall Street indices all closed up more than 3 percent Tuesday. Ritter offers ideas for economic recoveryMoney for roads and bridge projects, new natural gas pipelines and power transmission lines in Colorado would be the best investment to stimulate the state’s economy and create thousands of new jobs, Gov. Bill Ritter said Tuesday. SEC names Hoerl regional directorDonald Hoerl will remain regional director of the Denver office of the Securities and Exchange Commission, but lose the “acting” part of his title. Startups: 10 percent of state businessesStartups accounted for nearly 10 percent of companies in Colorado in 2005, according to a first-ever look at business dynamics by the U.S. Census Bureau. Anschutz-owned D.C. paper to close plantThe Washington Examiner, a free newspaper in the nation’s capital owned by Philip Anschutz’s Clarity Media Group, is closing its printing plant and will reduce staff by 101. State in middle for fast Internet serviceColoradans are stuck squarely in the middle for speedy Internet service, according to an article published Tuesday on PCMag.com. Local outlook good for IT, financial workersDemand is expected to be strong in the first quarter for both IT and financial workers in Denver, according to separate survey results released Tuesday by Robert Half International. Eleven named to Ritter?s small biz panelColorado Gov. Bill Ritter has appointed 11 new members to his advisory council on small business. ProLogis closes $105.8M refinancingProLogis Inc. of Denver has closed on a $105.8 million refinancing of debt with a syndicate of four banks, the company said Monday. (PLD)
that they draw the other party toward your desired result. This is achieved by a combination of having a good offer and presenting it with good negotiation skills. 10. Break complicated issues into simple elements and then negotiate the elements. The human brain can only process so much information in one bite. If you are involved in a complex negotiation it will be better to break it down into several components and negotiate them as separate issues. Some negotiators have, as a strength, the ability to mentally hold large amounts of information and they will try to keep the negotiation complicated. If this is not your strength then don't fall into this trap. 11. Know when to negotiate concepts and when to negotiate details There are times when the details are extremely important but there are other times when they are just a distraction. Develop the skill of being able to see the difference. It also may be a good strategy in many negotiations to gain agreement on a general concept first and then move on to negotiate the details. 12. Have a system to look after the details Negotiations by their nature are generally verbal. Once the negotiation is over it is important to get the agreement into writing and signed as soon as possible. The simplest way to achieve this is to already have a system in place, before the negotiation even starts. For a salesman this could be accomplished by having an official order form. For a complicated big business negotiation it may mean handing over to your legal department. Keep in mind that the longer the time between the negotiation and the signing of the formal agreement the more likely it will be that the negotiation will reopen. Negotiation is not a skill that you can master in five minutes, but these twelve basic principles are a good place to start. Article Directory: http://www.articlecube.com James Delrojo would like to help you by giving you hisebook "Unleash the Success Power of Your Mind" (valued at $27) completely FREE. Go to www.YourSuccessMind.com
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Local auto industry supports Big 3 bailout Dallas-area automotive industry representatives and North Texas city leaders gathered at a Carrollton auto dealership Tuesday to express support for the proposed $25 billion congressional bailout of the auto industry. Moroch expands ties with McDonald's Dallas-based integrated marketing agency Moroch strengthened its relationship with fast food giant McDonald's in 2008, being named the agency of record for six additional co-ops. Western Insurance Bldg. sold The Western Insurance Building on Bridge Street in Fort Worth has been sold to New York investment firm Navika Capital Group. CBS 11 prepares analog shut-off tests A government-mandated transition from analog to digital television has CBS 11, or KTVT/KTXA Television, preparing for the change. Delta to cut capacity and jobs Delta Air Lines Inc., which provides passenger service at Dallas/Fort Worth International Airport, will trim its capacity by up to 8 percent in 2009 and suggested more jobs cuts may be on the way due to the global economic slowdown and softening traffic. (DAL) Ford CEO will work for $1 Ford Motor Co. is telling Congress it expects to at least break even in two years under a business plan that seeks, if necessary, $9 billion in bridge financing from the federal government. (F) Dallas cracks down on uninsured drivers Drivers stopped for a traffic violation will be towed beginning Jan. 1, 2008, if they fail to show police officers proof of insurance, the City of Dallas said this week. Atmos appoints VP of corp. development Natural gas distributor Atmos Energy Corp. has appointed Charles Davis Jr. to the position of vice president of corporate development, to help the company focus on internal and external growth. (ATO) Southwest’s traffic down in Nov. Southwest Airlines Co. said Tuesday its November traffic, or revenue passenger miles -- a measure of each paying passenger flying a mile -- dropped from 5.7 billion to 5.3 billion in November. (LUV) Blockbuster to sell concert tickets Movie and game entertainment company Blockbuster Inc. is branching out and aligning itself with Live Nation, one of the largest marketers and providers of live concerts. (BBI)
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