THINK 쪽티비 스포츠토토’RE POWERLESS? THINK AGAIN
the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
So, 쪽티비 스포츠토토've communicated 쪽티비 스포츠토토r interests, probed 쪽티비 스포츠토토r counterpart about his needs, and attempted to uncover hidden sources of value -- and 쪽티비 스포츠토토're still feeling as if the other side has all the power.
When 쪽티비 스포츠토토r options to the current negotiation are limited, it's common to assume 쪽티비 스포츠토토 have no choice but to accept the unappealing deal on the table. Before 쪽티비 스포츠토토 cave in, though, consider whether any of the following five strategies could boost 쪽티비 스포츠토토r bargaining power.
1. Closely examine 쪽티비 스포츠토토r BATNA.
쪽티비 스포츠토토 probably understand the importance of cultivating 쪽티비 스포츠토토r BATNA, or best alternative to a negotiated agreement. In a job negotiation, 쪽티비 스포츠토토r BATNA might be a promising lead or, worse, the prospect of going on unemployment and waiting for other opportunities to arise. The more 쪽티비 스포츠토토 can do to build a strong outside alternative, the more power 쪽티비 스포츠토토 will have in 쪽티비 스포츠토토r current negotiation.
In addition to cultivating a strong BATNA, 쪽티비 스포츠토토 also need to assess 쪽티비 스포츠토토r best alternative as carefully as possible. This means translating 쪽티비 스포츠토토r 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 쪽티비 스포츠토토 weigh one job's flextime opportunities against the other job's limited vacation days, 쪽티비 스포츠토토 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 쪽티비 스포츠토토 spend assessing 쪽티비 스포츠토토r own options. 쪽티비 스포츠토토 may be pleasantly surprised to discover that 쪽티비 스포츠토토r counterpart needs 쪽티비 스포츠토토 even more than 쪽티비 스포츠토토 need her.
3. Change the game.
If 쪽티비 스포츠토토r organization regularly bids for business, 쪽티비 스포츠토토 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, 쪽티비 스포츠토토r best option may be to change the game. Instead of accepting that 쪽티비 스포츠토토've got to compete on price, find ways to show 쪽티비 스포츠토토r desired partner that 쪽티비 스포츠토토 offer better all-around value than 쪽티비 스포츠토토r competitors. If 쪽티비 스포츠토토 have a highly reliable product, a stellar reputation, or impeccable service, it's up to 쪽티비 스포츠토토 to convince other parties that they would benefit from working with 쪽티비 스포츠토토.
How can 쪽티비 스포츠토토 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 쪽티비 스포츠토토? 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 쪽티비 스포츠토토 lose an auction, reach out to the potential customer with a multi-issue package. Assuming 쪽티비 스포츠토토r bid was in the low range, the customer may be tempted to work with 쪽티비 스포츠토토 instead of the rock-bottom bidder.
Finally, reach out to potential customers between auctions. Encourage them to discuss their needs and then show how 쪽티비 스포츠토토 can meet those needs. By doing so, 쪽티비 스포츠토토 may lock up a deal before it has a chance to go to auction.
1. Examine 쪽티비 스포츠토토r portfolio.
In the heat of an important negotiation, it's tempting to assume that 쪽티비 스포츠토토r entire career hinges on 쪽티비 스포츠토토r ability to seal this particular deal, especially in the midst of an economic downturn. Needless to say, this approach to negotiation is counterproductive. When 쪽티비 스포츠토토're stressed, 쪽티비 스포츠토토 are likely to be less creative and more concessionary than when 쪽티비 스포츠토토're feeling stronger and calmer.
One way to feel more powerful is to consider 쪽티비 스포츠토토r entire portfolio of negotiations. By creating a broad strategy for 쪽티비 스포츠토토r entire portfolio of negotiations, 쪽티비 스포츠토토 take the pressure off each individual negotiation and gain the strength 쪽티비 스포츠토토 need to pass up a bad deal.
2. Acknowledge 쪽티비 스포츠토토r weakness.
Experts usually advise negotiators to conceal weak BATNAs from their counterparts. After all, if someone knows 쪽티비 스포츠토토 have nowhere else to go, he could take advantage of 쪽티비 스포츠토토r weakness.
In some instances, however, 쪽티비 스포츠토토 may be in a position of such extreme weakness that it's impossible to hide. If so, don't assume 쪽티비 스포츠토토 have nothing to offer. It could be that 쪽티비 스포츠토토r counterpart has a strong incentive to help keep 쪽티비 스포츠토토 afloat. The $700 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, 쪽티비 스포츠토토 and 쪽티비 스포츠토토r organization will never have to appeal for help to avoid a ruinous financial collapse. But there are instances in which 쪽티비 스포츠토토 can call on 쪽티비 스포츠토토r counterpart's sense of fairness to get a better deal.
When 쪽티비 스포츠토토've been unable to improve 쪽티비 스포츠토토r bargaining power through the other means we've described, appealing to 쪽티비 스포츠토토r counterpart's sense of fairness may be the best strategy 쪽티비 스포츠토토 have.
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