Information ( Part 1 ) - 3 Crucial Variables
Information is the heart of the matter. It can unlock the door to the vault called success. It affects our appraisal of reality and the decisions that we make. Why then do we fail to get adequate information?
Because we tend to regard our Negotiation Encounters with people as a limited happening or an event. We seldom anticipate that we will need information until the occurrence of a crises or a "Focal Event", which creates a cascade of dysfunctional consequences.
Only under emergency circumstances and a pressing deadline do we see ourselves as embarking upon a negotiation. Suddenly, we are in the boss's office, entering the car dealership, or about to greet the Sears Refrigerator Salesman. Of course, obtaining Information under these conditions presents enormous difficulties.
In discussing Time we saw how the End of a Negotiation is more flexible than most people realize. Similarly, the actual starting point of a Negotiation always precedes the face-to-face happening by weeks or even months.
As you read this Article, you are in the "Process Stage" of many Negotiations that won't take place for some time yet.
Therefore, a Negotiation- or any meaningful Interaction- isn't an event, it's a Process. If you'll pardon the Analogy, a Negotiation is like a Performance Appraisal or Mental Illness, neither of which has a precisely defined time segment.
For Example, if a psychiatrist declares that a patient is Mentally Ill on Friday, June 6, at 4:00 P.M, does that mean the Patient becomes Ill at that Precise Moment? Does it mean that the Patient is Perfectly Normal at 3:59 P.M. and suddenly goes bananas 60 seconds later?
Of course not. He/She has developed Symptoms Long before then. Mental Illness is a Process occurring over an extended period.
During the Actual Negotiating Event it is often common strategy for one or both sides to conceal their True Interests, Needs, and Priorities. Their rationale is that Information is Power, particularly in situations where you cannot Trust the other side fully.
Old Horse Traders never let the seller know which Horse really Interests them, because if they did the Price might go up. Of course, it would give you a big Advantage if you could learn what the other side really want, their Limits, and their deadline.
your chances of getting this Information from an experienced Negotiator during the event in an adversary transaction are very remote.
How do you gather this Information? You start Early, because the Earlier you start, the easier it is to obtain Information. You always get more Information preceding an acknowledged, Formal Confrontation, because people willingly let their hair down before the red light glows on the TV camera, to use figure of speech.
Once the Red light Glows, their Attitude becomes defensive. They say, "Come on ... I can't tell you anything now- it's negotiation time!"
During the Information-gathering period prior to the Negotiation Event, you quietly and Consistently Probe. You do not come on like a Grand Inquisitor but rather as a humble human-being- a regular Joe or Sally, complete with "Pimples."
Some of us Assume that the more Intimidating or Flawless we appear to others, the more they will tell us. Actually, the opposite is True. The more confused and defenseless you seem, the more readily they will help you with Information and Advice.
So, Leave your Bank-Loan Suit Home and Forget the makeup; a visible pimple or 2 won't hurt. With this approach you will find it easy to listen more than talk. You should prefer asking questions to giving answers. In Fact you ask questions even when you think you know the answers, because by doing so, you test the credibility of the other side.
From whom do you Glean and Gather Information?
From anyone who works with or for the person you will meet with during the event or anyone who has dealt with them in the Past. This Includes Secretaries, Clerks, Engineers, Janitors, Spouses, Technicians, or Past Customers. they will willingly respond to you if you use a nonthreatening approach.
So, Readers this Topic has so Much Information that we will be continuing this Topic and Discussing things in detail.
So, do not Forget to Follow the Website for Future Updates.
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