WHAT TO DO WHEN OTHERS ARE COUNTING ON 토토사이트 통장 묶는법
This article first appeared in Negotiation newsletter, published by the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
Unless 토토사이트 통장 묶는법r official title is "lawyer" or "agent," 토토사이트 통장 묶는법 probably don't think of 토토사이트 통장 묶는법rself as an agent. But if 토토사이트 통장 묶는법've ever represented a family member, 토토사이트 통장 묶는법r boss, 토토사이트 통장 묶는법r department, or 토토사이트 통장 묶는법r organization in a negotiation, 토토사이트 통장 묶는법've served as that party's agent.
Representing others at the bargaining table creates both opportunities and hazards. In their book, "Negotiating on Behalf of Others" (Sage, 1999), professors Robert Mnookin of Harvard Law School and Lawrence Susskind of the Massachusetts Institute of Technology offer guidance to negotiators who find themselves serving as agents.
As an agent, according to Mnookin and Susskind, 토토사이트 통장 묶는법 typically will be able to create value in negotiations under the following three conditions:
1. When 토토사이트 통장 묶는법 have specialized knowledge. Others may bring 토토사이트 통장 묶는법 in as their agent when 토토사이트 통장 묶는법 know more about the situation at hand than they do. For example, 토토사이트 통장 묶는법r organization might send 토토사이트 통장 묶는법 to negotiate a new software contract if 토토사이트 통장 묶는법 have more experience with the technology than anyone else in the office.
2. When time or distance works in 토토사이트 통장 묶는법r favor. 토토사이트 통장 묶는법 may find 토토사이트 통장 묶는법rself negotiating on another party's behalf simply by virtue of the time 토토사이트 통장 묶는법 have available or 토토사이트 통장 묶는법r geographic proximity to the other side. A good friend who is planning a move to 토토사이트 통장 묶는법r town, for example, might ask 토토사이트 통장 묶는법 to look at apartments and talk to potential landlords before she arrives.
3. When 토토사이트 통장 묶는법 get along better with the other side. Often, people recruit agents as their stand-ins when they expect to clash with the party across the table. Suppose 토토사이트 통장 묶는법r boss dislikes a consultant with whom 토토사이트 통장 묶는법r organization regularly does business. If so, he might send 토토사이트 통장 묶는법 to negotiate the consultant's new contract.
These three guidelines, adapted from "Negotiating on Behalf of Others," will help 토토사이트 통장 묶는법 prepare to do 토토사이트 통장 묶는법r best when 토토사이트 통장 묶는법 serve as someone's agent:
1. Understand 토토사이트 통장 묶는법r role. Agents can take on a variety of roles in a negotiation and add value in different ways. 토토사이트 통장 묶는법 may serve as an informal go-between to 토토사이트 통장 묶는법r principal, transmitting messages from one side to the other, for example, or 토토사이트 통장 묶는법 may be more of an enforcer who promotes 토토사이트 통장 묶는법r principal's interests aggressively.
As in virtually any negotiation, one of 토토사이트 통장 묶는법r key responsibilities will be to expand the zone of possible agreement, or ZOPA, as much as 토토사이트 통장 묶는법 can. This means collaborating with the party across the table on reaching creative agreements -- specifically by listening carefully to identify her interests, asking lots of questions, and exploring different options.
Discuss 토토사이트 통장 묶는법r role and 토토사이트 통장 묶는법r negotiating stance with 토토사이트 통장 묶는법r principal in advance, and ask for as much information as 토토사이트 통장 묶는법 think 토토사이트 통장 묶는법'll need to negotiate effectively on his behalf. To make 토토사이트 통장 묶는법r responsibilities crystal clear, work with 토토사이트 통장 묶는법r principal to prioritize a list of his interests. If 토토사이트 통장 묶는법 are negotiating on behalf of numerous constituents, meet with them one at a time to understand any overlapping or conflicting interests, advises Tufts University professor Jeswald W. Salacuse.
2. Align 토토사이트 통장 묶는법r interests. Agents often face a conflict of interest between what's best for them and what's best for their principal. If a company's buyer stands to gain the most financially from doing a quick deal, she might accept an unnecessarily high price from a seller, at her organization's expense. Such conflicts of interest often operate at a subconscious level, making them difficult for agents and other parties to recognize and address.
Wise agents take steps to motivate themselves to advocate single-mindedly for their principals' interests -- and to lessen their chances of acting unethically. How can 토토사이트 통장 묶는법 minimize 토토사이트 통장 묶는법r own conflicts of interest? Consider how various types of incentives might affect 토토사이트 통장 묶는법r motivation level. Incentives can include not only a fixed fee or a percentage of the outcome but also the promise of future assignments, a promotion, or publicity for 토토사이트 통장 묶는법r work. A salesperson might recognize that the promise of a promotion would benefit both her and her company more than a bonus would. Talk through the pros and cons of different incentives with 토토사이트 통장 묶는법r principal well in advance of the negotiation.
Even with such forethought, 토토사이트 통장 묶는법r interests will almost never be completely aligned with those of 토토사이트 통장 묶는법r principal. Keep this fact in mind when 토토사이트 통장 묶는법 negotiate, as it may help curb self-interested behavior.
3. Secure a strong mandate. Another crucial issue to discuss before talks begin is 토토사이트 통장 묶는법r mandate -- the degree of negotiating authority 토토사이트 통장 묶는법r principal gives 토토사이트 통장 묶는법. In relatively minor negotiations, as in the case of an assistant charged with setting up a monthly departmental lunch with a vendor, a principal may give her agent permission to make commitments on her behalf.
More often, says Salacuse, a mandate takes the form of instructions about the types of deals 토토사이트 통장 묶는법 can explore at the table. At the outset of a negotiation, agents are likely to be most effective if they lack the authority to make binding commitments, according to professors Susskind and Mnookin. Lack of authority can free 토토사이트 통장 묶는법 up to invent options. At the same time, 토토사이트 통장 묶는법 should press for a broad mandate that will allow 토토사이트 통장 묶는법 to explore a wide range of alternatives at the table.
Why is it important to negotiate 토토사이트 통장 묶는법r mandate in advance? First, the other side will take 토토사이트 통장 묶는법 more seriously if they see 토토사이트 통장 묶는법 have the latitude to engage in creative problem solving. Second, 토토사이트 통장 묶는법r mandate will help 토토사이트 통장 묶는법 feel confident about persuading 토토사이트 통장 묶는법r principal to accept the deal 토토사이트 통장 묶는법 negotiate. Third, discussing 토토사이트 통장 묶는법r mandate can help to manage 토토사이트 통장 묶는법r principal's expectations when 토토사이트 통장 묶는법 know more about the negotiating conditions than she does.
Finally, be aware that a dissatisfied principal could revoke 토토사이트 통장 묶는법r mandate to negotiate at any time. Keep 토토사이트 통장 묶는법r principal informed of 토토사이트 통장 묶는법r progress throughout the process, consult her for advice and approval when necessary, and consider including other members of 토토사이트 통장 묶는법r organization on 토토사이트 통장 묶는법r negotiating team, advises Salacuse. These practices should improve the likelihood that 토토사이트 통장 묶는법'll be able to negotiate a deal that 토토사이트 통장 묶는법 and 토토사이트 통장 묶는법r principal can celebrate together.
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