{"id":12984,"date":"2020-04-21T00:00:00","date_gmt":"2020-04-21T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/price-isn-t-the-only-thing-to-negotiate\/"},"modified":"2020-04-21T00:00:00","modified_gmt":"2020-04-21T00:00:00","slug":"price-isn-t-the-only-thing-to-negotiate","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2020\/price-isn-t-the-only-thing-to-negotiate\/","title":{"rendered":"Price isn’t the only thing to negotiate"},"content":{"rendered":"
\n

In times of crisis, it\u2019s all too easy to develop tunnel vision in a negotiation and lose sight of other objectives that are just as important as the one you\u2019re fixated on. Negotiators under stress are particularly susceptible to this. The most common point of focus is to achieve an advantageous financial position. However, even in times of stress, there\u2019s more to negotiate than just price or money.\u00a0<\/p>\n

Negotiation is a trading activity, whether what\u2019s being traded are circumstances, advantages, objects, or money and products. In a negotiation, you\u2019re looking to trade items of lesser value to you for things that you value more. Skilled negotiators also find the most agreeable terms for that exchange, so that all parties can gain value in the process and would be willing to implement the negotiated deal.\u00a0<\/p>\n

It\u2019s Not Always About the Money<\/strong><\/p>\n

We\u2019ve always negotiated. We started our negotiation career as kids. In fact, the way kids negotiate with one another \u2014 and the way we, as parents, negotiate with our kids \u2014 can serve as a\u00a0<\/span>set of valuable reminders<\/a>\u00a0for any would-be negotiation ace. Before we knew the value of money, we negotiated for toys, candies, and other material things. But we also negotiated for more TV time or play time, and we even tried to negotiate our way out of doing our chores or eating our vegetables. Kids are not inherently better at negotiating than adults \u2014 but it\u2019s interesting to think back to moments of our early conflict and consider how wants and needs can be fulfilled when the exchange of money isn\u2019t the sole focus.\u00a0<\/span><\/p>\n

Instead, as kids we exchanged anything of value that we had. In the same way, as adults, we need to recognize when we\u2019re in a position to negotiate for something of value that isn\u2019t necessarily just more money \u2014 like longer commitments, more favorable out-clauses, better payment terms, preferred partner status, faster delivery times, or other valuable issues when money is simply non-negotiable or not even part of the conversation.\u00a0<\/p>\n

Value Is in the Eye of the Beholder<\/strong><\/p>\n

Since negotiation is about exchanging things of value for other things of value \u2014 specifically, things that you value less for things that you value more \u2014 then it\u2019s important to understand how to value those items. Just because you don\u2019t see value in something doesn\u2019t mean that it\u2019s not valuable to the other side. The opposite is true too: Just because you see value in something doesn\u2019t mean the other side does too.<\/p>\n

Don\u2019t assume that the qualities you see in something\u00a0match the qualities the other person sees<\/a>. One of the most common commercial trades involves exchanging more volume for better pricing. That\u2019s a great trade, unless volume is not the driver of price.\u00a0<\/p>\n

I used to build field marketing teams composed of hundreds, if not thousands, of people. These teams would go into the marketplace to evangelize my client\u2019s products. I was always dumbfounded when a client would ask for a discount as we added more people to the program. In order for me to reduce my price, I would either have to reduce the salaries of the hundreds of people I\u2019d already hired, or begin hiring people at such a reduced rate that it would jeopardize the quality of the program. Volume was not a driver of price. Therefore, we had to find other items to negotiate.<\/p>\n

Even in times of stress, skilled negotiators take the time to find out what\u2019s important to the other side. They test assumptions, use hypotheticals to explore boundaries, and ask questions about what the other side finds valuable. In the end, if they don\u2019t know how the other side perceives value, they\u2019ll never be able to trade for value.<\/p>\n

In times of crisis, we develop tunnel vision because we\u2019re fixated on our most important value driver or top objective. However, if you tap into your inner child \u2014 the one who had to negotiate with limited resources \u2014 you\u2019ll find more things of value with which you can negotiate. Then it\u2019s time to get curious about what the other side values. From there, your blinders will become less opaque and your field of vision will expand, revealing many more possibilities at the negotiating table.<\/p>\n

Let Us Be Your Value Guide<\/strong><\/p>\n

Since we approach a deal with fresh eyes and no baggage, we can help you to expand your field of vision and find value drivers quickly. We\u2019ll assist you with getting better deals, saving time, 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\n

Talk to one of our experts today: info@scotwork.co.nz, 04 2979069<\/p>\n\n<\/article>","protected":false},"excerpt":{"rendered":"

In times of crisis, it\u2019s all too easy to develop tunnel vision in a negotiation and lose sight of other objectives that are just as important as the one you\u2019re fixated on. Negotiators under stress are particularly susceptible to this. The most common point of focus is to achieve an advantageous financial position. However, even…<\/p>\n","protected":false},"author":70,"featured_media":12985,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2020\/price-isn-t-the-only-thing-to-negotiate\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12984","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\nPrice isn't the only thing to negotiate | 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\" 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