5 Negotiating Strategies
None of the four strategies are universally applicable or appropriate
1. Compromise: it is not a viable strategy and good to use it only in the end when you face the
last hurdle, and it is the last point before agreement.
Recognize it may grow in importance
Do it in way that demonstrates investment in relationship
Superior option readily available elsewhere
Objections are a sign of interest: Some audiences are only sitting here with no
reaction. But some audience who will argue your side are interest in your
They consider relationship in the long term. You need to avoid audience just staying here,
push them engage in you and ask you question.
In significantly weaker bargaining position – no leverage
Can improve leverage with knowledge
How you accommodate is as important as when
“this time around we would be willing to consider…” and don’t make excuses
No leverage: don’t have negotiation power or sufficient knowledge, it is one time thing and
take responsibility to your relationship.
Opponent not inclined or capable of collaborating
Need senior players in loop to get at true needs
Not worth the effort
Be careful to look for true potential of negotiation
They don’t care about collaboration and they consider how you are aggressive with others
When situation presents a significant opportunity with capable and willing
decision-makers on all sides
Win-win-win: you win because you collaborate; they win because others also
collaborate, your relationship win because collaboration is beneficial.
80/20 rule: 80% of your success was drove by 20% times of your collaboration.