{"id":12883,"date":"2022-04-01T00:00:00","date_gmt":"2022-04-01T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/why-are-you-still-negotiating\/"},"modified":"2022-04-01T00:00:00","modified_gmt":"2022-04-01T00:00:00","slug":"why-are-you-still-negotiating","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2022\/why-are-you-still-negotiating\/","title":{"rendered":"Why are you still negotiating?"},"content":{"rendered":"
\n

I recently worked with someone who was dealing with a very difficult client. The client was obstinate and demanding. They kept repeating, \u201cYou\u2019re the most expensive,\u201d \u201cWe would never pay that,\u201d \u201cYou\u2019re not easy to work with,\u201d \u201cYou\u2019re a dime a dozen,\u201d and \u201cOthers will do this for us if you won\u2019t.\u201d Frustrated and demoralized, my client asked me, \u201cIf they hate us so much, why are they still negotiating?\u201d<\/p>\n

That was precisely the right question to ask. If my client has nothing the aggressor wants, then why would the aggressor engage? They engage because of their own self-interest. In the most basic terms, they either want something or want to avoid something. There\u2019s no other reason.<\/p>\n

When we\u2019re in this situation, we often start to explore the question \u201cWhy are they being mean to me?\u201d While discovering the answer may provide some emotional comfort, it may not be that useful to the negotiation. Instead, explore this question: \u201cWhy are they still negotiating?\u201d<\/p>\n

To learn that answer, ask\u00a0these<\/em>\u00a0questions:<\/p>\n

\u201cWhat do I have that they want?\u201d<\/strong>\u00a0Look for whatever it is that they may want from you. It could be as obvious as your product or service, or it could be less obvious, like your market intelligence or presence helping them fill an internal policy obligation.<\/p>\n

\u201cWhat can I do that they\u2019re trying to avoid?\u201d<\/strong>\u00a0These are the deterrents you can put in place, and they could include anything from charging late fees to not delivering something on time, which could delay something else on their end.<\/p>\n

\u201cWhat real alternatives do they have?\u201d<\/strong>\u00a0Understand their alternatives if they were not to do a deal with you. If yours is an existing relationship, switching is frequently more costly than staying. (BTW, if you think they\u2019re bluffing,\u00a0read this<\/a>.)<\/p>\n

\u201cWhat happens if I walk away from the deal?\u201d<\/strong>\u00a0Similar to the question above, but with a slightly different take \u2014 you end the negotiation. If you were to walk away from the table, that may create internal problems or credibility issues for the other party. It could also create leverage for you.<\/p>\n

The answers to all these questions will help put their aggression into context. In addition, they can give you a lot more leverage than, perhaps, you otherwise would\u2019ve had. They can also reveal that you really shouldn\u2019t do a deal with them! Regardless, they will move you from \u201cWhy are they negotiating with me?\u201d to \u201cHow can we get this deal done?\u201d<\/p>\n\n

We Can Help You Learn Why an Aggressive Party Is Still Negotiating With You.<\/strong>Are you dealing with a difficult party that uses aggressive tactics to get what they want? If so, you may be asking yourself, \u201cIf they hate us so much, why are they still negotiating?\u201d Good question \u2014 and one that we can help answer, creating leverage for you in the process. Drawing on nearly 50 years of real-world negotiating experience, we\u2019ll assist you with getting better deals, saving time, and creating value for all involved \u2014 not to mention preserving and even strengthening relationships. Let us partner you with one of our advisers, ensuring that you\u2019ve got the broadest view of your deal.<\/p>\n

Talk to one of our experts today:<\/p>\n

E: info@scotwork.co.nz<\/a><\/p>\n

P: 04 2979069<\/p>\n<\/article>","protected":false},"excerpt":{"rendered":"

I recently worked with someone who was dealing with a very difficult client. The client was obstinate and demanding. They kept repeating, \u201cYou\u2019re the most expensive,\u201d \u201cWe would never pay that,\u201d \u201cYou\u2019re not easy to work with,\u201d \u201cYou\u2019re a dime a dozen,\u201d and \u201cOthers will do this for us if you won\u2019t.\u201d Frustrated and demoralized,…<\/p>\n","protected":false},"author":70,"featured_media":12884,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2022\/why-are-you-still-negotiating\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12883","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\nWhy are you still negotiating? | Scotwork NZ Negotiation Blog<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with negotiation courses taught in 29 languages.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.scotwork.com\/nz\/blog-nz\/2022\/why-are-you-still-negotiating\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why are you still negotiating? 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