Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good reason. It is difficult to imagine a more vital managerial skill than the skill of negotiating. Effective managers must be superior negotiators. Without solid negotiating abilities, managers will inevitably make serious mistakes in dealing with people at all levels, both inside and outside their organizations. As negotiators, managers must concern themselves with substantive issues and their continuing relationships with people. If they push too much, they may create hard feelings and a desire to exact revenge. If they are overly concerned about getting along with others, they may lose in many substantive areas, thereby negatively impacting upon their department and their organization.

Successful negotiating involves trading-off between getting along with people and getting what you want. All negotiators face this dilemma: "How can I get what I really desire and yet maintain a friendly relationship with the other side?" Those who can achieve these seemingly contradictory objectives have mastered the art of negotiating. Negotiation is a discussion between two or more people with the goal of reaching an amicable agreement on issues separating the parties when neither side has the power nor the desire to use its power to get its own way.

Collaborating is one of several problem-solving approaches, however collaborating looks for a workable solution and even-handedly explores the needs of the parties until they are reasonably satisfied. Its advantages are that both sides can win big and collectively find solutions, ideas, and outcomes that go beyond the scope of the individual parties involved. Personal relationships can improve rather than deteriorate. Its pitfalls are that it can be extremely time-consuming, and that negotiators with a forcing style may interpret this approach as weakness.

Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium

CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.

In The News:


pen paper and inkwell


cat break through


Where to FIND the BEST Employees --

Obviously, you might logically say, "that is good!" You would... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More

How To Communicate Using Space

What Is Proxemics?The study of the communicative aspects of personal... Read More

Making the Deal: Women as Negotiators

Negotiating is no game. It is not for the weak... Read More

How Barter Can Help Your Business Online or Offline

How Barter Can Help Your BusinessBarter trade is a powerful... Read More

Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You

Based upon my research of over 300 managers in the... Read More

Lets Make a Deal

Smart buyers will always ask for a better price. Unfortunately,... Read More

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

How To Make An Inflexible Bureaucrat See You As A Person

Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

Business: Keys To Negotiating Well

Whether it's buying a car, asking for a pay rise,... Read More

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the... Read More

Games are a Reflection of Behavior

You are standing on a small stage yelling, "What's the... Read More

Win-Win Power Negotiating

Let's talk about win-win negotiating. Instead of trying to dominate... Read More

Negotiate Your Way to a Better Salary

1. Be persuasive: It's hard to force your boss to... Read More

Secrets of the Trade Revealed: Bartering for Business

In its simplest form, bartering involves an equal trade. One... Read More

Guidelines for Ambassador Appointments

Ambassadors to other countries are a vital part of international... Read More

Just Ask!

Ask and you shall receive & knock and it shall... Read More

Negotiating Tactics: Don?t Let ?Good Guy ? Bad Guy? Control the Sales Negotiation

Counter one of the classic negotiating gambits by addressing it... Read More

Barter: Its Not Just for Doctors Anymore

Time was, in the country, the local "doc" was as... Read More

The Ultimate Truth in Persuasion

OK, so you want to improve your persuasion power right?Why?... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

How To Deal With A Complainer

How To Deal With A ComplainerA Complainer Is Characterized by:1.... Read More

Suppliers as Your Partners in Cost Reduction

This article is one of the many articles still to... Read More

The Most Powerful Persuasion Skill Youll Ever Learn

Criteria ElicitationThis is without a doubt the most important persuasion... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact,... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More

Power Pricing - Getting the Right Price for Your Products and Services

There's an old joke about the New York City blackout.... Read More

Writing an RFP (Request for Proposal)

A while back, a potential client provided me... Read More

How to Negotiate Effectively

You may be thinking, "Gary, I am a mom, housewife,... Read More

Neogtiation: How to be Right Without Making Other People Wrong

What exactly are we trying to accomplish by proving to... Read More

Barter and Its Benefits

What is Barter? Barter involves 2 parties. Each party wants... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More