Friday, January 11, 2008
The Third Principle of Negotiation
The third principle of negotiation is that although you frequently will have to resolve conflicts by giving in to someone else's viewpoint, you should always try to get something back in return for your willingness to see things their way. This is usually an acceptable and expected trade procedure. Even when there may not be an item on the table that your opponent is willing to give up in exchange for your flexibility, you may be able to gain something by proposing that he or she commit to a future benefit for you. This is why so many sports team trade negotiations end up including "a player to be named later" or a future draft choice. It is easier to reach agreement in this way because neither party knows the true value of a future benefit.