At the Bargaining Tablet
Marion Beaufort III
November 14, 2012
At the Bargaining Tables
Ernest Montague, self-made entrepreneur, “the owner and general manager” of a local manufacturing business “North Valley Muffler Company” located in New Mexico. North Valley Muffler Company supplies a variety of mufflers to the east and west coast part businesses. This small company employs over 100 workers. Over sixty percent of the workers belong to the local chapter of the United Steelworkers Union. This personal interview started by asking the sequence of questions… Why does a first impression matter?
At the bargaining table, when someone is “obstinate” it becomes a nightmare. Normally, competitor is approached with “suspicion”, he or she is likely to become more competitive. Also, the first impression always seems to be the one that last the longest. It creates an unpredictable environment (E. Montague, personal communication, October 26, 2012). How do you turn your adversary into your advocate?
Simply, ask for advice. Seeking advice intrinsically creates “ingratiation” within a person. This self-presentation allows one to improve their competence and likability. The last time someone asked you for advice, you were flattered to be asked for your opinion. These reactions generate goodwill, which is an effective negotiation strategy (E. Montague, personal communication, October 26, 2012). What do you considers a bad or good negotiation or deal?
Most negotiators leave the bargaining table believing they were better at pushing the other side to its limits. At the bargaining table, most people tend to believe that they received a greater percentage of the pie. If a negotiator cogitate that they have the greater share, they will rarely stop to scrutinize their skills. Most individuals overestimate the degree to which they will make trade-off in a negotiation. These behaviors patterns of...