The Concept of Negotiating Space - Karrass

Bargaining space allows attitudes and beliefs each side has about the other to change as each group reveals itself through the extended ... Menu Togglenavigation Aboutus WhyKARRASS? WhoAttends Seminars Discounts CorporatePrograms Testimonials Contact LiveInteractiveOnline LiveIn-Person SeminarSchedule EN CombinedShape ES Account BusinessNegotiation May14,2015 TheConceptofNegotiatingSpace Theconceptofnegotiatingspacerestsonthefactthatweneedmoretimeandroomtonegotiatethanweusuallyallottomakingthebestandmostprudentdealpossibleforbothsides. AmanagerIworkedforatHughesAircraftusedtosay,“There’snotmuchtoanegotiation,really... Theconceptofnegotiatingspacerestsonthefactthatweneedmoretimeandroomtonegotiatethanweusuallyallottomakingthebestandmostprudentdealpossibleforbothsides. AmanagerIworkedforatHughesAircraftusedtosay,“There’snotmuchtoanegotiation,really. Youmakethemanoffer. Theymakeyouacounteroffer. Yousettlesomewhereinthemiddle.”Thoseofuswhohavenegotiatedextensivelywoulddiffer. There’smuchmoretoitthanthat. Tobesuccessfulonemustcreatenegotiationspacetoallowtalkstomovefrompointtopointandtoexplorealternativepossibilities. SirFrancisBacon,writingfourhundredyearsago,said,“Allnegotiationistowork,todiscoverandtakerisk.”Heunderstoodthiscouldnotbedonequicklyorbymerelysplittingdifferences. Mostnegotiationsaretoocomplexforthat,evenrelativelysimpleones. Whatweneedisnegotiationspacetotalk,totestourassumptions,tolearnaboutoneanother,toexchangeideas,tocompromisewiselyandtoassurethatwhatwepromisetodowillbedone. Somestrategiesleavenegotiatingspace;othersdonot. Leavingsomeroomtobargain,evenalittle,opensthedoortofurthergiveandtake. Leavingnonesays,“Idon’thavemoretosayorgive-that’sit.”Makingsmallconcessionsovertimebuildsnegotiatingspacebyallowingyoutimetoexplainyourpositionbetterandbuildbridgesbetweeneachargument. What’sthehurryanywaywhengettingtheprojectdonerightorareasonablebudgetallotmentareatstake. Negotiatingspacecanbecreatedbyputtingastringonyourconcessions. Askingforsomethinginreturnwhenmakingaconcessionputsspiritednewideasandenergyintoquiettalks. Itopensthedoortovariedresponsesonthepartofbothsides.Someresponsestostringsorconditionsleadtocluesaboutunspokenmotivations. Theseprovidespacestoexplorefurther. Negotiationspaceleavesroomfortherelationshiptogrow:spaceforeachsidetogainrespectandtrustintheother,toaccepteachotheraspartnersratherthanadversaries,tolearnwhateachhasincommonandtounderstandwhatimportantdifferencesreallyexist. Bargainingspaceallowsattitudesandbeliefseachsidehasabouttheothertochangeaseachgrouprevealsitselfthroughtheextendedbargainingexchange. NEWSLETTER SIGNUPforourweeklyTips&IdeasNewsletter Getthelatestthoughtleadershiponthemarketdeliveredtoyourinbox. Subscribe Upcomingseminars EffectiveNegotiating GrandRapids-December5-6,2022 EffectiveNegotiating NegociaciónEficaz®Virtual-6a9dediciembre2022–4días(09:30–13:30ZonaCentro) EffectiveNegotiating Nashville-October20-21,2022 EffectiveNegotiating St.Louis-October31-November1,2022 Searchforseminarsnearyou RelatedArticles NegotiatingTips , NegotiationStrategies , BusinessNegotiation Doyouhavetonegotiateagrievance? BusinessNegotiation TheImportantDifferenceBetweenNeedsandWants:AGuidetoAction BusinessNegotiation YouHaveMorePowerThanYouThink-PartTwo NegotiatinginLife , NegotiatingTips Isfearkeepingyoufromnegotiating? BusinessNegotiation FaceSavingNegotiationStrategies Morestories April08,2021 FaceNegotiationTheory Ifyouarelookingtotakeyournegotiationskillstothenextlevelfromthecomfortofyourownhome,checkoutourvirtualnegotiationprograms. Negotiationisavasttopic,withmanydefinitionsandapproaches... ReadMoreGroup7 February10,2021 TheBenefitsofActiveListening Ifyouarelookingtotakeyournegotiationskillstothenextlevelfromthecomfortofyourownhome,checkoutour virtualnegotiationprograms. Howwouldyouliketogivetheotherpersonaconcessionwithoutgivingawayanythingoftangiblevalue? It’seasy... ReadMoreGroup7 June04,2020 UnderstandingTypesofNegotiationsforEffectiveNegotiating Ifyouarelookingtotakeyournegotiationskillstothenextlevelfromthecomfortofyourownhome,checkoutour virtualnegotiationprograms. Successinnegotiationstartswithunderstandingwhatkindofnegotiationyouaredealingwith... ReadMoreGroup7 Theprogramwasgreat!Myseminarleaderandthestructureofthecoursekeptmeconstantlystimulated.Inowambetterpreparedtogointoanimportantnegotiationmeetingandstayincontrol,whilefinishingthemeetingsatisfied. DeannaD. CaseManageratTheJacksonLaboratory Ifyouhavethetrainingbudgetandtwodaystospare,you'llstruggletofindaprogrammorefar-reaching,on-point,andinstantlyimplementable. JeffG. BusinessDevelopmentManageratTheM.K.MorseCompany Excellentcourse,bringsmoreconfidenceinmyabilitytonegotiate.Ithinkthiscourseisamustforallemployeeswhodealwithcustomers. JohnS. ChiefEngineeringManageratExxonMobil Thiswasveryeffectivewithastrongfocusonboth-winnegotiating. KathleenL. SeniorAnalystatBlueCross/BlueShieldofMichigan THEKARRASSCLASSWASTHESINGLEBESTTRAININGCLASS/SEMINARIHAVEEVERATTENDED.EVERYTIMEWEDIDANEXERCISEITTAUGHTYOUWHATTODODIFFERENTLYNEXTTIME.THANKS. KimC. ProcurementatAmericanExpress Thisprogramhasgreatlyincreasedmyconfidenceandabilitytonegotiateformyselfaswellasmycompany. LaDonnaE. SeniorStrategicBuyeratHallmark Thenegotiatingclasswasveryinformative.Theinstructorprovidedaninspirationalmessagethatcanbeappliedtoeverydaylife. MaryS. InternationalSourcingatFMCTechnologies Wenegotiateeverydayofourlives,bothpersonallyandprofessionally.Thiscoursedefinestheprocessandprovidestechniquestoachievesuccessfulresults. PhillipH. VicePresidentatGE PriortothisclassIfeltasthoughIwasgettingeatenalivebyinternalnegotiationswithsalesreps.NowIfeelpreparedtochallengewhattheyaresayingandbettotheirrealneeds. SteveQ. PlanneratHoneywell Manypeoplefailtoachievetheirpotentialbecausetheydon’tseetheopportunitiestonegotiateawin/winagreementwiththeircolleagues.Thisclassisaneyeopenertothisdynamic. StuartB. ContractsManageratHewlett-Packard Icon Icon