“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

Negotiating Wants
by Dr. Chester L. Karrass

When you’re negotiating, remember to consider how the other party is affected by each action you take. 

Suppose you make a large concession—thinking it will help resolve differences.  Instead of being satisfied, the other party may react by making even greater demands.  They may conclude: “If he conceded that much, then there is a lot more to be had.” 

What each of us does or says during a negotiation affects, and is in turn is affected by what the other party does or says.  It’s like a chain reaction. So where does all this lead us? 

When planning your negotiation – either in advance, or like most people, ‘real time’ – consider the impact each of your actions may have on the other person.  “If I say or do this, what should I do next, and what are they likely to do after that?” 

Consider this list of ‘wants’ that are frequently present:

They want money – goods – services.
They want to feel good about themselves.
They want to avoid being boxed into a corner.
They want to avoid future troubles – risks – surprises – changes.
They want to be recognized by their boss, peers and others as having good judgment.
They want information and knowledge.
They want to work easier, not harder.
They want to meet their personal goals and needs without violating their integrity.
They want to feel that what they are doing matters.
They want to be able to count on you – now and in the future.
They want to be listened to.
They want to be treated nicely.
They want a good explanation.
They want to be liked and thought of as honest, fair, kind, and responsible.
They want to get this negotiation over with and on to other things.
 
Review the list above prior to starting your next negotiation.  Ask yourself, “What does this person (team) really want? How can I satisfy their wants and still preserve my goals?”

Constantly search for outcomes that exceed both your goals and their wants.  This is the pathway to creating true Both-Win agreements.

Remember, for as few as 12 people, KARRASS can present a private seminar at your facilities.

Effective Negotiating—the original and most widely attended negotiating program in the world.
Effective Negotiating 2—the follow-on program.
Effective Negotiating In Your Own Organization—internal negotiations.

KARRASS conducts more than 800 public and private seminars every year.  See the KARRASS website for locations and public seminar dates, or ask us about bringing one of our programs into your facility.

For more information, contact:

US Sales at 323-866-3800  or  KARRASS Worldwide Sales in the UK at 44 1202 853210

Tell your friends and associates about KARRASS!  Our Corporate Program provides discounts when multiple people attend.

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