Recommendations For Extremely Dominant People.
This blog continues the discussion of “Extremely Dominant People.” To read it, click here.
Lighten up. Don’t push so hard. And concentrate on understanding the other side. These themes interact with each other because your obsession with winning may prevent you from understanding, or even trying to understand them. All our recommendations relate to these themes. Build on your natural strengths, but adjust to your personal style’s negative effects.
Don’t make everything into a battle. Focus on the important ones, and let other people win a few.
Work on listening better. Remember, understanding other people is the single most important negotiating skill. Listen with your eyes as well as your ears, and try to understand more than just their negotiating positions. Look for signs that you’re pushing too hard, that they are becoming unnecessarily uncomfortable, stubborn or thinking of walking out. Try to understand how they feel and what they want from you besides just a good deal.
Be more flexible. Make your offers a little more reasonable, your concessions a little larger, and your compromises less grudging. Make them want to concede instead of creating unnecessary rigidity. Don’t make the Law of Irrationality work against you.
Don’t overemphasize pure bargaining. Look for problem-solving and trading opportunities. How can you structure a deal that satisfies both parties?
Continuously remind yourself of the importance of letting them save face; then make a concession or take whatever other action will make them feel better.
Above all, try for a greater emphasis upon win-win.
You can view a free video, “The Negotiating Process,” by clicking here.
You can rent a video about negotiating styles for $1.99 by clicking here