From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

Unlock the full course today

Join today to access over 22,400 courses taught by industry experts or purchase this course individually.

Put yourself in their shoes

Put yourself in their shoes

From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

Start my 1-month free trial

Put yourself in their shoes

- The next part of the negotiating process is to think about their position. So think about their weaknesses and also to think about tradeables that they could give us or we could interest them in. So let's have a look at this. So first of all, thinking about their weaknesses, so you going to their boss won't be good for them. And that's a weakness they have. They have a fear that you will escalate it. What other weaknesses have they got? Well, you probably have some leverage over their ability to perform well in their job. So everyone needs everyone else to be cooperative to an extent. And it's not just a one-way service with you needing them. They probably need you as well. So even a department like, let's say, accounts, you need a service from accounts. Do they need anything from you? And the answer is, yes, they probably do. They need the numbers on time in the right format, et cetera. So there's always going to…

Contents