Negotiation Bootcamp, Essay Example

Negotiation Bootcamp’s three rules are extremely useful and relevant to all business persons who are looking to convince their partners without forcing their views on them. The first and most important rule is to make the partner see the problem, not only the solution. This way they will realize that they will need to deal with the problem and the solution is relevant to their situation. As Brodow confirms: it is not “You against me”, but instead the ability to create a win-win situation. Negotiation should not be perceived as a battle where two opponents have to prove they are stronger and better than the other.

According to the author, the most important obstacle of negotiation is to overcome one’s negative emotions.  Therefore, the second principle is to learn not to mirror the other person’s hostile behavior. Mirroring negative behavior is a trap that should be avoided.

The third rule mentioned by Brodow is to explore options that will lead to mutual satisfaction. This rule involves advanced problem solving skills that lead to finding the solutions that provide the most benefits for both parties and reduces the amount of disadvantage caused for either negotiators.

Apart from the three main rules of reaching an agreement, Brodow also mentions twenty easy to implement tactics that advance every negotiation situation. Some of the most important tactics the author mentions are: lowering expectations, using an assumptive close, using reverse auction, and humor. It is important to note that all of the twenty tips listed by the author can be implemented and personalized, based on the preferences of the negotiator. Learning when to apply the tactics listed in Week 8, however, is a long process.  Walking out, for example, can be a powerful method if it achieves its goal: making the other party realize that they have something to lose. The willingness to walk away can also manage the other party’s attitude. It also demonstrates one’s commitment, and help the buyer sell the position for their supervisor.

Using humor in negotiation, on the other hand, can lighten up the conversation, ease tension, and make the other person feel more comfortable. Used in the wrong amount, however, can create disastrous results.

Explaining each negotiation technique through real life situations that salespersons could encounter,  Brodow demonstrates the correct use and power of each tactic. The author highlights the importance of focusing on the other negotiator all the time throughout Weeks 7 and 8 courses. Without seeing the other person’s point of view, it is impossible to make suggestions that they agree to. Understanding the level of pressure on the other side of negotiation will help salespeople understand why they want to make the deal and what their potential motivations would be. Finally, the author also mentions some tips for people who negotiate through the telephone. It is impossible to read the other person’s body language, therefore, entering the conversation unprepared is not recommended. Making a deal memo and researching the client can help understanding the other party’s position. Misunderstandings during phone negotiation are more common than in face-to-face situations, therefore, the only way to avoid these problems is to keep a memo.

Overall, Brodow provides an effective and easy to implement sales negotiation blueprint for readers and seminar participants.

Questions

What does Brodow mean by the “willingness to walk out”? How is it different from simply walking out, and how does this affect the other party’s attitude?

A: Brodow states that the negotiator does not necessarily need to walk out, as it is impossible to reverse the effect of their actions. But they need to show that they are serious about making a deal. The attitude of the other party can be influenced by showing the willingness to walk out, as they will realize what they have to lose.

What do you think is needed for reaching a mutual satisfaction (rule number tree)? What can you do to better understand the other party’s position and motivations?

A: The negotiator needs to put themselves in the other party’s shoes, and understand their motivations to make a deal. This requires research and information gathering.

Works Cited

Brodow, Ed. Negotiation Boot Camp. 2006. Print.