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  • 噛3: Disarm the Opposition

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    This document provides tips for becoming a better negotiator. It discusses three tips: 1) Finding common ground by acknowledging the other perspective and finding a compromise, such as offering to come in early the next day to work on a project. 2) Disarming opposition by acknowledging when the other side has a legitimate point, such as admitting you were speeding if pulled over by a police officer, taking responsibility and defusing the situation. 3) Handling anger that can arise during tough negotiations, as anger makes achieving a mutually beneficial outcome much less likely and damages the negotiating relationship.

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    This document provides tips for becoming a better negotiator. It discusses three tips: 1) Finding common ground by acknowledging the other perspective and finding a compromise, such as offering to come in early the next day to work on a project. 2) Disarming opposition by acknowledging when the other side has a legitimate point, such as admitting you were speeding if pulled over by a police officer, taking responsibility and defusing the situation. 3) Handling anger that can arise during tough negotiations, as anger makes achieving a mutually beneficial outcome much less likely and damages the negotiating relationship.

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    6 views1 page

    噛3: Disarm the Opposition

    Uploaded by

    Tim
    This document provides tips for becoming a better negotiator. It discusses three tips: 1) Finding common ground by acknowledging the other perspective and finding a compromise, such as offering to come in early the next day to work on a project. 2) Disarming opposition by acknowledging when the other side has a legitimate point, such as admitting you were speeding if pulled over by a police officer, taking responsibility and defusing the situation. 3) Handling anger that can arise during tough negotiations, as anger makes achieving a mutually beneficial outcome much less likely and damages the negotiating relationship.

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    52 How to Become a Better Negotiator

    But tonight I have important family business I must attend to. How-
    ever, I’d be glad to come in a half hour early tomorrow to work on
    the project. Doesn’t that seem fair to you?’’

    噛3: Disarm the Opposition


    Sometimes the other person has a legitimate beef. If you deny that
    reality, the other person will be angry and the problem will get
    worse. By acknowledging that the other person is right, you will
    have taken an important step toward diffusing the crisis. Let’s as-
    sume that a police officer pulls you over for speeding (yes, you
    were driving too fast).

    Usual Defensive Approach


    You: What’s the problem? I wasn’t speeding. My friend sitting right
    here will vouch for me.
    Police officer: Don’t tell me that. My speedometer doesn’t lie.

    How would you disarm the opposition?

    What might the officer say?

    Hint: Surprise the officer. He expects you to deny that you were
    speeding. Admit it. You can use the same technique while negotiat-
    ing. Just don’t overdo it; if you get predictable, you’ll lose effective-
    ness.

    噛4: Handle Your Anger


    Tough negotiations often generate friction, which easily takes the
    form of anger. Anger in turn makes what might have been a win-

    ................. 16656$ $CH6 11-30-07 14:51:43 PS PAGE 52

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