Master negotiator tip #6

 

Look beyond what you are negotiating. 

If both parties fixate on the price, and neither are willing to concede, the negotiation goes nowhere. You need to explore what else you can ask for from your counterpart which is also important to you, or what else you can offer which is important to them. 

When teaching negotiation skills, I give my students this negotiation scenario for discussion. A ship has been captured by pirates, and the pirates are asking the shipping company for a ransom. If you are the negotiator of the shipping company, what else other than the ransom can you offer which will influence the kidnappers to be more cooperative? What will you ask for in return? 

1. The kidnappers are certainly worried that when you hand over the money there is an ambush with SWAT teams waiting for them. If you can find a way that is safe for them, they will be listening. 
2. You want to make sure the hostages are unharmed. 
3. You want to ask that the kidnappers do not just rob another one of your ships next month. 

When you can look beyond the initial scope, you may find that your counterpart is willing to concede after all, or even you are willing to concede, because you can get something else also important to you.