Nothing is Non-negotiable!
YOU CAN see a frown on my husband's face every time I haggle with the sabjiwala or a shopkeeper for a discount. And if I dare to do so in one of the bigger, fancier stores, he would just walk away from there! "You carry your haggling too far! You are not going to be rich by saving those few rupees!" and so on would be the refrain when we would get home.
But, for me, negotiations rule our lives right from the time we are very small. As babies, we cry when we are hungry or uncomfortable. Thus, we begin to negotiate for our comfort. Then, as we grow older, we throw tantrums when we do not get what we want. It could be a chocolate, a film show or a motorbike!
"Right, if I get 80% for my class X exam, will you get me a bike?"
"See, if I finish my assignment now, can I go with my friends to the movies?"
We negotiate in the office for better perks and more privileges. We negotiate for the better project, better salary, the trip abroad - you name it, it is negotiable!
Dr. Herb Cohen, often referred to as the "world's greatest negotiator", in his book "You Can Negotiate Anything" says that in any negotiation there are three very crucial factors - Information, Time and Power - which play a very major role.
Information
It is important to be informed about:
What the other person wants
What are his expectations
How much is he willing to compromise
How much will he actually accept
To depict all these, let's start with an example. I want to sell my car. I have fixed a certain `last' price, keeping in mind the depreciation, the age of the car, etc. Now, to the very first buyer who comes to see the car, I quote a price that is at least Rs.50, 000/- higher than the `last' price. He hums and he haws and after some mandatory haggling, I reduce my quote by say Rs 5,000/- and we have a deal. I do not have to wait for another customer. I will be willing to sell the car to this man. Now, he stands to lose because he has not really done his homework. He has not checked out the price in the market, which means he has not gathered enough information.
Time
It is important to plan and work out your strategy. Gather the information you need and make sure you do not have any time constraints. No deadlines to meet. Then, you can do your negotiation in a serene manner. As long as you do not let on that you are in a hurry, you are at an advantage!
Power
Power is in the mind - if you believe you have it; then you do have it. But on the other hand, even if you actually have it but you do not believe that you do, then you can actually lose the advantage! Sounds complicated?
Suppose, if an average man on the street walks in to say Microsoft/Infosys/Tatas campus, he has this `awesome' feeling in his head that the whole thing is too big for him. The organisation, along with all its grandeur and opulence exerts a subtle pressure on the mind and reinforces the vision, till he is almost quaking in his shoes. But, a man, with a strong sense of self-esteem and the belief that he has something worthwhile to offer, will not give in to such outer arbitrary forces - he looks within and stays put. So, before you go out to negotiate the big deal (or even the small one with the wife or the little fella at home!), think of these three factors, do your homework and then move on! You are sure to win!
SHYAMOLA KHANNA
faqs@cnkonline.com
SHYAMOLA KHANNA
faqs@cnkonline.com
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