Getting past yes: negotiating as if implementation mattered.

نویسنده

Danny Ertel

چکیده

Many deals that look good on paper never materialize into value-creating endeavors. Often, the problem begins at the negotiating table. In fact, the very person everyone thinks is pivotal to a deal's success--the negotiator--is often the one who undermines it. That's because most negotiators have a deal maker mind-set: They see the signed contract as the final destination rather than the start of a cooperative venture. What's worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to change. The author asserts that organizations and negotiators must transition from a deal maker mentality--which involves squeezing your counterpart for everything you can get--to an implementation mind-set--which sets the stage for a healthy working relationship long after the ink has dried. Achieving an implementation mind-set demands five new approaches. First, start with the end in mind: Negotiation teams should carry out a "benefit of hindsight" exercise to imagine what sorts of problems they'll have encountered 12 months down the road. Second, help your counterpart prepare. Surprise confers advantage only because the other side has no time to think through all the implications of a proposal. If they agree to something they can't deliver, it will affect you both. Third, treat alignment as a shared responsibility. After all, if the other side's interests aren't aligned, it's your problem, too. Fourth, send one unified message. Negotiators should brief implementation teams on both sides together so everyone has the same information. And fifth, manage the negotiation like a business exercise: Combine disciplined negotiation preparation with post-negotiation reviews. Above all, companies must remember that the best deals don't end at the negotiating table--they begin there.

برای دانلود رایگان متن کامل این مقاله و بیش از 32 میلیون مقاله دیگر ابتدا ثبت نام کنید

ثبت نام

اگر عضو سایت هستید لطفا وارد حساب کاربری خود شوید

منابع مشابه

Prioritising, Ranking and Resource Implementation - A Normative Analysis

Background Priority setting in publicly financed healthcare systems should be guided by ethical norms and other considerations viewed as socially valuable, and we find several different approaches for how such norms and considerations guide priorities in healthcare decision-making. Common to many of these approaches is that interventions are ranked in relation to each other, following the appli...

متن کامل

3-D negotiation. Playing the whole game.

What stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common and complementary dimensions. The first dimension is tactics, or interactions at the bargaining table. The second is deal design, or the ability to draw up a deal at the table that creates lasting value. And the third is setup, which includes the...

متن کامل

Analysis of the Position of Women's Education in Iran during the Past One Hundred Years; An Interdisciplinary Approach

Iran is a developing country in which the women despite the growth of rate of education in two recent decades have suffered a vast gender gap in education, during the past one hundred years. The aim of this paper was to present a portrait of educational position of women in Iran, during the past one hundred years and to analyze the obstacles of females in to achieve to equal educational opportu...

متن کامل

Culture and getting to yes : The linguistic signature of creative agreements in the United States and Egypt

We complement the dominant rational model of negotiation found in the West with a new honor model of negotiation found in many Arabic-speaking populations and illustrate the linguistic processes that facilitate creativity in negotiation agreements in the United States and Egypt. Community samples (N= 136) were recruited in the United States and Egypt and negotiated an integrative bargaining tas...

متن کامل