COMMON SCENARIOS AND STRATEGIES TO COMBAT THEM
INTRODUCTION
We have all been in negotiations where we feel that we are the David facing the Goliath. We see very little opportunity for leverage; We have no alternatives should this deal fail, whereas they appear to have unlimited alternatives; We are small and insignificant compared to the corporation that we are negotiating with and they really don't need us; Or they are simply the only existing source for the particular product or service that we are seeking.
Faced with any one of these sweat-producing, heart-pounding scenarios, we feel helpless, weak and impotent. This unfortunately often results in reluctant acquiescence and the acceptance of very poor agreements.
In this column I will present a few common scenarios of perceived weakness and possible ways to combat them so as to achieve better outcomes.
Faced with any one of these sweat-producing, heart-pounding scenarios, we feel helpless, weak and impotent. This unfortunately often results in reluctant acquiescence and the acceptance of very poor agreements.
In this column I will present a few common scenarios of perceived weakness and possible ways to combat them so as to achieve better outcomes.
