![[personal profile]](https://www.dreamwidth.org/img/silk/identity/user.png){kind=small}
elementof_risk[ooc: dialogue taken from Alias episode 1x14 - "The Coup"]
An illustration from a negotiation I made a few years ago should suffice. I recorded the conversation, so you may be sure of it's accuracy.
Step the First: Make the offer
You present your offer to the other party, laying out your terms in a way that they can understand so that there are no misunderstandings. Difficult things misunderstandings, and they make for sloppy negotiations. It is best to be clear from the start.
"Gentlemen, welcome. I'm Mr. Sark, director of operations...On behalf of my employer - "
"Who is your employer? Certainly, he doesn't expect us to continue referring to him as The Man."
"I'm afraid my employer's identity will have to remain confidential for now."
"This is no way to being a negotiation."
"My employer sends his apologies, Comrade Ivankov, and has authorized me to detail our proposal, with your approval."
"You seem young for such responsibility."
(I find it works best to ignore extraneous conversation about such things as age and responsibility. Believe me, my employers know how old I am and know that it has absolutely no bearing on the quality of my work or my ability to handle responsibility.)
"My employer's officer is simple. We will transfer one hundred million dollars into your Caymen Shell account, number A6112B."
"How did you know that number?"
(Ignoring pointless questions that would reveal the inner workings of your organization are also a must.)
"In exchange, you will give us the Rambaldi manuscript you recently acquired in Argentina and whatever analysis you made of its content."
"A hundred million. That's quite an opening offer."
"It is a final offer."
As I said--you must be very, very clear on your terms. I find the idea of counteroffers and such to be a waste of time. It rarely gets you anywhere.
Step the Second: Set a time limit that the offer is valid for
In a negotiation, one is always working with the clock. Setting a time limit on the offer is imperative, both to give the other party a chance to consider your terms and agree, and so that you are not forced to sit around and listen to them bargain and dither, which is, inevitably, as boring as it is useless.
"We both know the Rambaldi manuscript is priceless, therefore it is not for sale."
"I've been authorized to tell you that this offer expires in sixty seconds."
"Is this a joke?"
"Fifty-five seconds."
You must hold firm on the time limit. You are there to make a deal, to accomplish an objective, and the other party will attempt to distract you. Do not allow it.
Step the Third: Eliminate obstacles to the agreement
"You tell your employer, if he ever wastes my time like this again, our next meeting will not be so cordial."
Sometimes your offer will be refused, which, clearly, is not what you want. A successful negotiation ends when you are satisfied that your terms have been met. Rejection is not an acceptable outcome, clearly, and therefore if obstacles arise which impede your success, you must remove them.
I find that a gunshot to the head or chest works very well for this step.
Step the Fourth: Reissue the offer to the next party available to agree to it
Inevitably, there is someone else with the authority to make the agreement. Sometimes they are even present, which makes it far more easy to get the job done. With the first obstacle out of the way, you should go ahead and present your offer again, making clear that it is still on the table. One person getting in the way should not negate the magnanimity that you offer.
"Congratulations, comrade Kessar. You have just inherited control of the indestructible K-Directorate. You've also inherited what I hope is, by now, a very simple decision."
After all--you want what you want. Go to whomever has the authority to give it to you. But, do not forget that you are still working within a time limit, which leads us to step 5.
Step the Fifth: Close the deal within the original time given
"The offer still stands. Unfortunately you only have twenty seconds left to decide."
To hold your own, to not lose face, you must stick to your original terms, both in amount and in time, or whatever your terms are. It is weakness to back down, and you cannot be seen to have done this. While this puts the new party you are bargaining with in an uncomfortable situation, it is not their comfort which you are looking for. It is an agreement to your terms.
Occasionally, you may have to repeat steps 3 and 4, possibly several times. If you think this is the case, you might want to start with a larger time limit. It's best, then, to have a good understanding of the other party, to know their people. Generally, however, one demonstration of the sincerity of your committal to your terms should suffice, and you will have your agreement.
"We... we have an agreement."
"My employer will be so pleased."
Success is there for the taking.
Any questions?
An illustration from a negotiation I made a few years ago should suffice. I recorded the conversation, so you may be sure of it's accuracy.
Step the First: Make the offer
You present your offer to the other party, laying out your terms in a way that they can understand so that there are no misunderstandings. Difficult things misunderstandings, and they make for sloppy negotiations. It is best to be clear from the start.
"Gentlemen, welcome. I'm Mr. Sark, director of operations...On behalf of my employer - "
"Who is your employer? Certainly, he doesn't expect us to continue referring to him as The Man."
"I'm afraid my employer's identity will have to remain confidential for now."
"This is no way to being a negotiation."
"My employer sends his apologies, Comrade Ivankov, and has authorized me to detail our proposal, with your approval."
"You seem young for such responsibility."
(I find it works best to ignore extraneous conversation about such things as age and responsibility. Believe me, my employers know how old I am and know that it has absolutely no bearing on the quality of my work or my ability to handle responsibility.)
"My employer's officer is simple. We will transfer one hundred million dollars into your Caymen Shell account, number A6112B."
"How did you know that number?"
(Ignoring pointless questions that would reveal the inner workings of your organization are also a must.)
"In exchange, you will give us the Rambaldi manuscript you recently acquired in Argentina and whatever analysis you made of its content."
"A hundred million. That's quite an opening offer."
"It is a final offer."
As I said--you must be very, very clear on your terms. I find the idea of counteroffers and such to be a waste of time. It rarely gets you anywhere.
Step the Second: Set a time limit that the offer is valid for
In a negotiation, one is always working with the clock. Setting a time limit on the offer is imperative, both to give the other party a chance to consider your terms and agree, and so that you are not forced to sit around and listen to them bargain and dither, which is, inevitably, as boring as it is useless.
"We both know the Rambaldi manuscript is priceless, therefore it is not for sale."
"I've been authorized to tell you that this offer expires in sixty seconds."
"Is this a joke?"
"Fifty-five seconds."
You must hold firm on the time limit. You are there to make a deal, to accomplish an objective, and the other party will attempt to distract you. Do not allow it.
Step the Third: Eliminate obstacles to the agreement
"You tell your employer, if he ever wastes my time like this again, our next meeting will not be so cordial."
Sometimes your offer will be refused, which, clearly, is not what you want. A successful negotiation ends when you are satisfied that your terms have been met. Rejection is not an acceptable outcome, clearly, and therefore if obstacles arise which impede your success, you must remove them.
I find that a gunshot to the head or chest works very well for this step.
Step the Fourth: Reissue the offer to the next party available to agree to it
Inevitably, there is someone else with the authority to make the agreement. Sometimes they are even present, which makes it far more easy to get the job done. With the first obstacle out of the way, you should go ahead and present your offer again, making clear that it is still on the table. One person getting in the way should not negate the magnanimity that you offer.
"Congratulations, comrade Kessar. You have just inherited control of the indestructible K-Directorate. You've also inherited what I hope is, by now, a very simple decision."
After all--you want what you want. Go to whomever has the authority to give it to you. But, do not forget that you are still working within a time limit, which leads us to step 5.
Step the Fifth: Close the deal within the original time given
"The offer still stands. Unfortunately you only have twenty seconds left to decide."
To hold your own, to not lose face, you must stick to your original terms, both in amount and in time, or whatever your terms are. It is weakness to back down, and you cannot be seen to have done this. While this puts the new party you are bargaining with in an uncomfortable situation, it is not their comfort which you are looking for. It is an agreement to your terms.
Occasionally, you may have to repeat steps 3 and 4, possibly several times. If you think this is the case, you might want to start with a larger time limit. It's best, then, to have a good understanding of the other party, to know their people. Generally, however, one demonstration of the sincerity of your committal to your terms should suffice, and you will have your agreement.
"We... we have an agreement."
"My employer will be so pleased."
Success is there for the taking.
Any questions?
