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Re-Introducing Herb


If you're talking beauty he's not a star, There are others handsomer by far, Even when it comes to fashionable dress, he's not a dandy who wants to impress
Observe his face, he doesn't mind it,
Of course, that's because he's behind it, So if today's news makes you downcast, Get perspective from an experienced enthusiast, With Herb's advice and tips in a nutshell, Your negotiating problem will become a bagatelle.
 

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Defining Negotiation

 

Life is a constant series of actions where we attempt to influence others. We seem forever absorbed in trying to get people to agree with us. Whatever the case or cause, whenever you communicate with an objective in mind, engaging in social exchange to affect someone's attitude or behavior, you are playing the negotiating game. Like it or not, your attitude and actions have the potential to determine the nature of a relationship, the distribution of available resources and the satisfaction of those involved.

 

Above all, negotiation is a pervasive process in which people ultimately attempt to reach joint decision on matters of common concern in situations in which there is initial disagreement. Thus, a negotiation always requires both shared interests and issues of conflict. Obviously, without commonality there is no reason to achieve resolution. So without discord there is nothing to negotiate about.

 

Accordingly, I will be discussing a dynamic process – a seamless web that is always “in becoming”. When we are first aware of conflict the fabric is already on the loom. By the same token, where relationships are continuing, the tapestry is never fully completed. 

 

In short, this process is universal - woven into the fabric of our business and personal lives. 

 

NEGOTIATION OCCURS WHENEVER WE ATTEMPT TO:

  • RECONCILE DIFFERENCES
  • MANAGE CONFLICT
  • RESOLVE DISPUTES
  • ESTABLISH OR ADJUST RELATIONSHIPS

PERSPECTIVE FROM THE PAST

 

"Negotiation is not limited to international affairs.  It takes place everywhere there are differences to conciliate, interests to placate, people to persuade, and purposes to accomplish.  Thus, all life could be regarded as a continual negotiation.  We always need to win friends, overcome enemies, correct unfortunate impressions, convince others of our views, and use all appropriate means to further our projects."                   Fortune Barthelemy De Felice -- 1723 

 

A CURRENT UPDATE

 

Nowadays most successful business people or corporate executives no longer engage in "hard sell" business practices to make quick deals.  Rather they attempt to establish long-term mutually beneficial relationships.  After trust is established, the focus is on two processes:

  1. CREATING VALUE - Working together to make the pie larger

  2. CLAIMING VALUE - Jointly determining how the pie should be divided