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Negotiating Starts with Assumptions
By admin | June 22, 2008
Most negotiations start with both sides having a set of assumptions
regarding what the other side wants, needs, or are able to do, or not
do. One of the purposes of the negotiating process is to discover if
your assumptions are valid.
Never trust your assumptions because they are likely to be as wrong as right.
Let’s look at some common assumptions many business people start with:
“They will never pay that much.?
“They don’t want to do business with us after the last mess-up.?
“We’ve got to have it done in 60-days.?
“There is a lot of competition.?
“They would never be interested in this option.?
“He doesn’t have enough money.?
“I’m sure we’re not the low bidder.?
Assumptions like this can defeat you before you even start
negotiating. These assumptions lower your own expectations, influence
the outcome of the negotiation; and may, in fact, be dead wrong!
Be careful! Your assumptions can:
* Cause you to make high offers when low ones are called for.
* Influence you to make low demands and quick concessions when opposite actions are warranted.
* Seduce you into believing deadlines when patience is by far the better course of action.
* Create potential hurdles that can move you in the wrong direction.
Don’t fall in love with your assumptions. Part of the , the better
position you will be in to create truly Both-Win outcomes.
About the author
Tags: 35 years, academic credentials, assumptions, chester l karrass, concessions, engineering degree, enough money, hurdles, love, masters in business, negotiation techniques, negotiations, negotiator, patience, seminar delivery, wrong direction
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