Nancy Nardin: Where do you think most sellers stumble when it comes to negotiation?
Read the rest of Where do you think most sellers stumble when it comes to negotiation? >>
My pet peeve with the negotiation literature is that all too often authors refer to concessions and tradeoffs interchangeably, meaning they talk about tradeoffs but call them concessions or worse, call concessions tradeoffs. Mixing these terms creates confusion in the literature and during the actual back and forth bartering. Unskilled negotiators don’t distinguish between offering something without an expectation of getting something in return, and offering something with the explicit understanding that the only way their counterpart will benefit is to offer something in return. I see many negotiators make concessions believing that they are making tradeoffs just to become disappointed or upset that they did not get anything in return.
Two men called me last September with a question: “We’ve been approached by a very large company. They want to acquire our company and they want us to set the price. What do you think we should do?”
Listen to an interview with Jeanette Nyden.
You are currently browsing the archives for the Tradeoffs/Counteroffers category.
