Jonathan Farrington’s Blog

Our style of negotiation will be influenced by the style of the other party. If both sides are adversarial; there will be little trust between the two parties, however, if one side decides to be co-operative, there is a danger the other side will use this apparent sign of weakness to their advantage.

Co-operative bargaining has the advantage of being a more efficient style of negotiation, however certain rules have to be followed by both parties for it to work.

Let us look at the two styles of bargaining and their features:

Features Of Adversarial Bargaining:

• Each side takes up a position and defends it.

• Opening bids are set at unrealistic levels; too high or too low, in order to give room for manoeuvre.

• Movement is small or non-existent until later on in the negotiation.

• Tactics are used to gain short term advantage.

• Too much emphasis is placed on trust. .This really is my best price!

• Information is withheld, or misrepresented.

• The outcome is often “win-lose”, or “lose-lose”.

• The more aggressive negotiator usually does best.

• This style does not encourage long term, mutually beneficial relationships.

• Neither side asks enough questions, or explores alternatives in sufficient depth.

Features Of Co-Operative Bargaining:

• Each side recognizes that the other has needs and feelings and accepts implicit rules.

• Objective measures are taken of what is fair and reasonable.

• Trust is not an issue as either side is willing to share information.

• This style is friendly, but not soft. There is a willingness to trade concessions.

• There is a clear, communicable strategy.

• Bad behavior is punished.

• This style involves creative problem solving.

• It encourages long term, mutually profitable relationships.

• Each side asks more questions and explores alternatives, rather than taking up fixed positions.

 The usual outcome is “win-win”.

Today’s News: “Selling Through The Slump” is clearly the hot topic right now, for all the reasons we understand - and you will know that I have very strong opinions about the causes: But this is not a time for additional recrimination; it is a time to collaborate, co-operate, and work through it together.

Last week I co-presented with Jill Konrath and Kendra Lee for Landslide Technologies - if you missed it, you can still download it here - and last night, I listened in to The Customer Collective’s gig.

On December 9th, the Top Sales Experts  launch our inaugral “TSE Roundtable.”  

Presenters include: Leslie Buterin, Colleen Francis, Jill Konrath, Paul McCord, Keith Rosen and me - hosted by Maureen Blandford.

I think it is quite probably going to be THE definitive event on the subject so far.

It’s FREE to register, and everyone will receive a very special ebook: “Selling Successfully In A Downturn Economy” with contributions from all of us.

Registration will be limited to the first 1000 applicants, and we will open the doors for booking on December 2nd at 6pm GMT (12 noon Eastern)

More details, very soon.

Tomorrow: It’s that time of the week again - JF Uncut - for me it’s cathartic; for some, it’s time to be amused; for others, it’s time to be enlightened - whatever, just join me.

Find out how you can bring a kilo or two of heroin, some semtex, a few hand-grenades, some chemical weapons, in fact anything you like into the UK or Northern Europe, completely undetected.

No clandestine locations - simply sail pass Customs Officers, without challenge.

I’ll give you the complete lowdown - prepare to be amazed.

Ever since 9/11, and for a long time before this, the UK has been hopelessly exposed.

Negligence just does not describe it, and I am going to be very interested to see how the British government are going to explain this one away. 

Yep, it’s an exclusive! “The Gaping Hole In Britain’s Defences”

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