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February 4, 2004:
A New Way Of Looking At Negotiation
Interview
with Jim Camp, author of Start
With No
Mike
Carruthers:
Only in America do we practice the concept of "win/win"
negotiation.
Jim
Camp:
It comes out of collective bargaining. The labor movement of
the early 1900's, and sadly it requires compromise early and
often.
Negotiating
expert Jim Camp, author of the book Start
with No.
In fact,
people actually prepare for a negotiation by reducing their
price, finding ways to make someone else happy. Give them a
"win/win" deal, ludicrous.
What works
better says Jim, is decision-based negotiation.
Simply
no, or yes, and justify it intellectually. If you really think
about it, negotiation is nothing more than the effort to bring
about agreement. It's not winning. It's not losing. We achieved
agreement in World War II with the surrender of Japan. We have
various agreements in the Middle East. Did we win? I say we
just came about agreements and moved forward.
Rather
than guess what the other side in a negotiation really wants,
Jim says it's fine to just ask. What are we not proposing that
we should propose? Mike you said no to this, how could I change
my proposal? What would you like to see? Instead of the old
paradigm of guessing, what I think will change your mind, so
I'll throw in an extra 3% discount.
Tomorrow,
why are kids much better negotiators than we are. I'm Mike Carruthers
and that's Something You Should Know.
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