During negotiations, it is important to maintain positive exchanges by using the following techniques:
Use “if-then” language. To maintain balance in the negotiation, don’t make a concession without getting something in return. Using the framework of “If ..., then ...,” provides a method of signaling the reciprocity that you demand: “If I pay full price, then I expect free delivery.” However, be willing to offer something in return for what you want: “If I can get more staff for this project, then I can guarantee that we will meet your deadline.” By connecting the two concessions, you are indicating a balance in concessions.
If you’re stuck, involve the other party. Offering to do something else to help often breaks a deadlock or introduces more currencies than initially offered. As we see in Chapter 8, brainstorming generates options that may help to break an impasse. A more general way to expand the pie includes involving the other party by saying, “What else could we do that will satisfy both our needs?”
Don’t give all your currencies or resources to the other party. After listing some concession options, ask comparison questions: “Which of these is more valuable to you?” If the other party insists on too much, give him a choice: “I can’t give you both more equipment and three more support personnel. Which one would you prefer?” A preplanned settlement range for each issue will determine how much you are willing to offer and what value it has to the ...