Negotiating for Mutual Satisfaction ( Part 2 )
Dear Readers, We are Continuing discussing where we have left our Last Part.
Nevertheless, he puts it in the entrance hallway of their home. It looks stunning. It seems to be working fine, but he and his wife feel uneasy.
After they retire, they get up 3 times in the middle of the night. Why? They're sure they didn't hear the clock chime. This goes on for days and sleepless nights. Their health is deteriorating rapidly, and they are becoming hypertensive. Why? Because the clock salesman had the effrontery to sell them that clock for $250.
If he's be a decent, reasonable, compassionate person, he'd have permitted them the pleasure and self-satisfaction of bargaining up to $497.
By saving them $247, he'll eventually cost them 3 times that amount in irritation bills. The classic mistake in this negotiation was that all attention was directed to a single facet- the Price.
If the couple were one-dimensional, having only a money need, they would have been ecstatic. However, like all of us, they are multi-faceted, having many needs, some unconscious and unacknowledged.
Satisfying this couple's Price demand alone did not make them happy. Apparently getting the clock at their desired price wasn't enough. For them, under these circumstances, the negotiation ended too quickly.
They needed a little chitchat, a discussion to establish trust, and even some bargaining. If the husband had been able to pit his wits successfully against the seller, this process would have made him feel better- about the purchase and about himself.
Previously, we said that negotiation is an activity in which parties are trying to satisfy their needs. Yet their real needs are seldom what they seem to be, because the negotiators try to conceal them or don't recognize them.
Consequently, negotiations are never totally for what is being openly talked about or contested, be it price, services, products, territory, concessions, interest rates, or money. What is being discussed, and the manner in which it is being considered, are used to satisfy psychological needs.
A negotiation is more than an exchange of material objects. It is a way of being acting and behaving that can develop understanding, belief, acceptance, respect, and trust. It is the matter of your approach, the tone of your voice, the attitude you convey, the methods you use, and the concern you exhibit for the other side's feelings and needs.
All these things comprise the process of Negotiation. Hence, the way you go about trying to obtain your objective may in and of itself meet some of the other party's needs.
Up to this point we have explored why Negotiations often get unnecessarily bagged down in adversary struggles, conflicts that may not benefit other side.
If negotiation involves the satisfaction of needs, we have suggested that the process itself- the way we go about resolving the conflict- may meet the needs of the participants.
Further, since all people are unique, the needs of prospective opponents can be harmonized or reconciled.
Let me now elaborate on how the negotiating process and reconciling opponent's needs can be used to bring about collaborative Win-Win outcomes:
We will discuss about it in our Next Parts, As this process is divided into certain points to make you understand it much better.
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