055 - Why most negotiation concepts fail

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โดย Phil Kowalski และถูกค้นพบโดย Player FM และชุมชนของเรา -- ลิขสิทธิ์นี้เป็นของผู้เผยแพร่ ไม่ใช่ Player FM โดยมีการสตรีมเสียงโดยตรงจากเซิร์ฟเวอร์ผู้เผยแพร่ กดปุ่มติดตามเพื่อติดตามการอัพเดทใน Player FM หรือวาง URL ฟีดนี้ไปยังแอพพอดคาสท์อื่น
  • for example win-win
  • the example of the organe
    • one wants the peel for the cake
    • the other wants the juice to drink
  • most of the times it's not that easy
  • more often than not both parties want the same resource - money
    • one party wants to earn as much money as possible
    • the other party wants to save as much money as possible
  • the jibberish talk of expanding of things that are to share between both parties
  • i have been dealing with automotive customers as a supplier in the past
    • if you start with this stuff, you are up for an unpleasant surprise
  • in addition, there is simply - excuse my french - assholes out there
  • sales people that want to boost their own ego and would never accept compromises because it makes them feel they "lost"
    • dominant personality types are very overrepresented in this group
  • and the same is true for procurement people
    • 800 pound gorillas who use their market power to squeeze the last drop out of a supplier just because they can
  • I also want to refer to Chris Voss book "Never split the difference" which is a breathtaking realistic view on negotiations
    • Chris is a former FBI hostage negotiator who applies his live saving techniques to business negotiations
    • if you apply the win win or compromise principle of FIsher and Ury to hostage negotiation what is the outcome?
      • ok, Mr Gangster, you give me two hostages and can kill 2?
      • not acceptable at all
  • let me share my personal view
  • disclaimer: this is an ugly truth from my point of view.
  • the master negotiator is one that can switch to a model based on the situation
  • Let me make this clear based on the previously mentioned win win
    • this is often a beneficial concept when there are two soft negotiators
    • these can find a good joint agreement because both are willing to give in
    • soft and and hard, does not work because hard won't make any concessions
    • hard and hard also yields no result: they simply cannot give in one inch to come to a level where it makes sense to constuctively discuss
    • soft and soft is the only model, where win-win works, no matter if you put the Harvard label on it or not
  • tomorrow for example we are going to talk about the phases of negotiation:
    • early, middle and late phases
  • that is another great example of negotiation dynamics
    • there is no one size fits all phases
    • there are tactics and models you apply early
    • and there are different models you apply middle or late in the negotiation
  • if you do not want to miss this episode, make sure to hit that subscribe button in your podcast app or listen to us live on procurementzen.com

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