WAYS OF NEGOTIATING AND BEHAVING

 

 

Dear Friends:

 

The way one behaves in everyday life or in business life brings success or failure to most people.

 

One can’t expect people to be of the same opinion all the time. One always has to expect reaction from people who may not agree with every relationship or behavior.

 

How violent these reactions are can make the purpose behind that particular behavior change; they can bring loss rather than gain.

 

One especially has to avoid behavior that takes the form of a sharp command.

 

One should benefit from the testimony of the people who aren’t going to be happy about this, where a conversation is to be held or some sort of action taken. In my opinion, after ascertaining this and before acting, it will be intelligent to get their ideas in advance, either individually or as a group depending on the circumstances, and try to convince them gently. These types of meetings most times can turn straight into a bargaining situation.

 

Before reaching the bargaining stage, the opposing side’s requests should be closely examined to see to what extent they are justified. Additionally, the most suitable diplomatic measure without further ado is to postpone negotiations to a later but not very distant date.

 

In the second negotiation, the opposing side may be able to find it convenient to draw back a step, from my point of view psychologically satisfying.

 

Reaching a conclusion would be impossible if the two sides were to insist on strictly maintaining their positions.

 

Basically behaving this way would undoubtedly result in loss on both sides. Here one has to be careful to ensure the items traded by both sides are balanced and don’t harm their reciprocal interests.

 

In the event that one side thinks the other side is weak and so behaves sharply, then it may be useful for that other side to get tough. This approach will make the opposite side somewhat nervous and make it easier to reach a conclusion.

 

Only one has to make an effort to show that this approach is not a bluff.

 

So to succeed in negotiating requires all different kinds of behavior and we’ve seen that the following is useful:

 

-         There is value in preparing, either verbally or preferably in writing, a draft of the negotiations in order to draw the meeting onto your own turf. In tennis or in volleyball the person whose turn it is to serve has the advantage.

 

-         In the envisioned written or verbal draft, just how much room should be given to allow for retreat has to be considered.

 

-         In a situation in which the opposite side resists irrationally and unjustly despite the retreat, it’s useful to secretly hold a threatening position in your hand in addition to the bluff.

 

We must believe that the worst peace will bear better results than the best war.

 

With the hope of being able to meet now and again in these columns.

 

Uzeyir Garih

 

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