photo credit: jonny goldstein
Marty Latz, a negotiation expert offers some cogent tips on how to improve your negotiating skills.
Consider creativity, framing in negotiating
Latz tells a story about a law student who framed issues differently from the professor and most other law students. As an art-history major in college, he was not accustomed to linear, logical analysis and thought. Instead, he viewed things in a more holistic and creative environment, and unfortunately did poorly in his initial exams.
At the other end of the spectrum, a lack of creativity and an inability to generate options outside the box is a distinct disadvantage in many negotiations. Creative and sometimes unconventional approaches toward negotiations can make or break a deal.
In my experience, people will accept my unconventional approach to solving a problem, provided my logic is flawless
The lesson?
Find out how your counterparts tend to approach issues. Explore their dominant frame of reference. Then incorporate this into your strategic negotiation plan, understanding that tendencies like these may change in different circumstances.
Read the full article in the Arizona Republic
See also
Influence and Persuasion: Leading Strategies for Getting Results
How to sell your creative ideas to bosses, clients & other decision-makers
How do you sell creativity at work and get people on board with change?
