|
Peter Barron
Stark
President
Subscribe
for Free !
Introducing
our
newest book
Here's what our readers
are saying
......
Order Your Copy
Visit our
website at www.everyonenegotiates.com for more great resources
on negotiation
Contact us!
Peter Barron Stark
& Associates
11417 W.
Bernardo Ct.
San Diego, CA 92127
Phone:
877.727.6468
Phone: 858.451.3601
FAX
858.451.3604
|
Tactic #29 - If You Were in My Shoes
Summary: Asking a counterpart what he would
do if the position were reversed.
If your
counterpart asks for something that is totally unreasonable or does not
make good business sense to you, a great question to ask is, “How would
you justify agreeing to such a position If You Were in My Shoes?”
Example
Two companies were in serious talks regarding a merger. Company A wanted
Company B to agree to the following deal point: If the news of the
merger became public and another merger bid was generated from a third
company, Company B would pay Company A $1 million if the original merger
failed to happen. When the president of Company A proposed this deal
point, the president of Company B asked this great question: “If You
Were in My Shoes, how would you justify agreeing to that position?”
What usually happens when this tactic is used is that the counterpart
who is the target of the tactic has to pause and think how he would
justify his position. In the example above, if the president of Company
A paused for a long time or avoided the question altogether, the
president of Company B could have pointed out, “I’m having the same
challenge figuring out how this deal works for me.”
Counter
The most effective counter for the president of Company A would have
been to present Facts and Statistics that supported his position
to explain how that position could be justified.
►►SIGN
UP NOW for Peter Stark's Negotiating to
Win Teleseminar - February 25, 2005.
The ability to negotiate is a
critical skill. Many would argue that it is the single skill that
will determine how successful you will be, both personally and
professionally. Whether you are negotiating with a client over the
cost, scope, or timeframe for a project or bargaining for the best
possible price and terms on an automobile or new home purchase, you
are involved in negotiations each and every day.
u Ensure a win-win outcome in your
negotiations, every time
u Get “inside” the mind of
your counterpart
u Identify the “tactics” your counterpart is
using in the negotiation
u Understand how to counter those tactics to
work for you
u Avoid narrowing the negotiation down to one
issue
u Identify your counterpart’s “real” needs
Only one day left until our powerful 75 minute teleseminar,
where you’ll learn how to negotiate to win from Peter Stark and Jane
Flaherty, internationally acclaimed negotiation experts and authors
of The Only Negotiating Guide You’ll Ever Need.
Click on this link for more information.
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge (please put Negotiation Challenge in the subject
line) to patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail) or a free ticket to our
upcoming teleseminar ($45.00 value).
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
11 The Fifteen Rules Every Negotiator Must Know
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
Forward to a
Friend - If you enjoy this newsletter and would like to
forward to a friend or colleague, please click on the "forward" link at the
bottom of the page.
|
