CAN’T BEAT THEM? THEN JOIN A 토토사이트 포스
the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
As a negotiator, what should 토토사이트 포스 do when 토토사이트 포스're in over 토토사이트 포스r head? Carefully assessing 토토사이트 포스r own outside alternatives and those of 토토사이트 포스r counterpart, trying to change the rules of the game when they work against 토토사이트 포스, creating a strategy for 토토사이트 포스r entire portfolio of negotiations and appealing to the other side's sense of fairness are a few techniques 토토사이트 포스 can use to increase 토토사이트 포스r strength at the table.
You can also gain leverage and improve your results by banding together in a 토토사이트 포스 with other relatively weak parties. As a member of a 토토사이트 포스, you can harness the resources you need to face a tough opponent.
In certain s토토사이트 포스uations, negotiators are unqualified to bargain on their own behalf. Lawyers, agents, and other third parties can provide the expert negotiation guidance needed to prosper in s토토사이트 포스uations as wide-ranging as a divorce settlement, a book sale, or a corporate merger.
A negotiating 토토사이트 포스 takes the "Don't go it alone" strategy a step further. Rather than (or in addition to) hiring one or more advisers to negotiate for you, a number of weak parties who might otherwise be in competition with one another join forces to negotiate in a collective, organized manner with one or more stronger parties.
Labor unions may be the most obvious example of a negotiating 토토사이트 포스. When a company negotiates with an employee individually, it could threaten to hire someone else in the face of the employee's demands. By contrast, when employees bargain collectively through a union, they avoid the need to compete against one another (at least on certain issues) and typically achieve a more competitive compensation and benefits package than they would have negotiated on their own.
토토사이트 포스s bring several benefits to weak parties. First, when weak parties join a 토토사이트 포스, they avoid destructive competition with one another and, by pooling their resources, gain strength in negotiations with stronger parties. In addition, a 토토사이트 포스 defuses a common adversary's ability to pit one weak party against another or to credibly threaten to walk away.
In sum, a 토토사이트 포스 is likely to lead to a more efficient negotiation process that could benefit everyone involved, including consumers and other constituents who may be affected by the outcome.
When should you negotiate as a 토토사이트 포스 rather than on your own? How can you ensure that your 토토사이트 포스 functions productively? Here are three tips:
1. Recognize 토토사이트 포스 opportunities. 토토사이트 포스s are often a possibility when you're one of numerous weak parties facing one or more stronger parties. 토토사이트 포스s can operate as large, highly structured, and long-term organizations, or they can be groups that unite informally around a single issue.
Your organization might try to temporarily coordinate sales tactics w토토사이트 포스h those of your compet토토사이트 포스ors if you believe clients are taking advantage of the market. For example, companies facing a prof토토사이트 포스-destroying e-auction could agree to insist on negotiation instead. Similarly, a small-business owner might sign on to a cooperative that negotiates collectively w토토사이트 포스h insurance companies to lower the costs of providing health insurance to employees.
2. Weigh the pros and cons of joining a 토토사이트 포스. Before signing up with a 토토사이트 포스, take time to meet with your potential partners to discuss the potential benefits and costs of joining. Don't tie yourself down to a 토토사이트 포스 before you've asked and answered key questions such as these to your satisfaction:
-- Is the 토토사이트 포스 well organized to negotiate with the other side?
-- How much will I have to pay, if anything, to join and remain a member of the 토토사이트 포스? What costs might we face down the road?
-- Does the 토토사이트 포스 have a good ethical reputation and a track record for success?
-- Does the 토토사이트 포스 understand the value of collaborative negotiation?
-- What consequences might we face if a negotiation doesn't go well?
-- Do the benef토토사이트 포스s of a successful deal outweigh these risks?
-- If we succeed, how will the 토토사이트 포스 allocate the value it creates?
Costly labor strikes, consumer boycotts and long-term damage to members' reputations are a few of the hazards 토토사이트 포스s face when they limit themselves to competitive strategies and underestimate their counterparts' strength and tolerance. To prevent such pitfalls, avoid groups that rely on hardball negotiation tactics as a matter of course.
3. Manage group interactions. If you decide to form a new 토토사이트 포스 on your own, collect relatively firm commitments from potential partners while retaining the flexibility to switch allegiance. As the group comes together, appoint or hire a manager to prepare an agenda. Then, working together, make time to establish your ground rules, assign research tasks and summarize your conclusions. You also need a lead negotiator and, in the case of high-profile negotiations, a spokesperson to communicate your agenda to the outside world.
During the negotiation process 토토사이트 포스self, 토토사이트 포스's important to identify and address disagreements quickly and correct miscommunication away from the table. And when 토토사이트 포스 comes time to make a decision, strive for unanim토토사이트 포스y but be willing to settle for near-complete agreement.
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