Margaret Neale's Philosophy Of Negotiation

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By definition negotiation is a discussion between two or more separate parties aimed at reaching an agreement. Margaret Neale’s philosophy in negotiation is one thats unique and can be very beneficial. So unique in-fact, that at the very beginning of the video she says that “ When we negotiate most of us view the goal of a negotiation as to get an agreement. This is wrong.” this statement automatically contradicts the definition of the word negotiation its self. Then Neale gots on and clarifies by telling us that “ The goal of a negotiation is not to get a deal. The goal of a negotiation is to get a good deal.” In other words do not settle because you were offered something the other side considers a deal. Neale gives us three pieces of information …show more content…

The first piece of information, that asks what are the alternative choices, to me drives the negotiation process the most. The reality is simple, if you don't have any alternatives or back ups the negotiation will more then likely end with a bad deal. You'll be forced to settle basically on whatever the other party feels like a deal is and that is more then likely to be a terribly bad deal for you. The ideal thing is to have one of more alternative back up plans so you can have some leverage when you're negotiating. Personally my own experience in negotiating it has proved quite effective to have a alternative backup. Theres been times when my backup has proven an highly effective bargaining chip, and times its been a good fall back for when I had to walk away from the negotiation table. The second key piece of negotiation Neale mentioned was having a reservation price in mind. In other words knowing whats your bottom line number you'll compromise to take or simply walk away. This to me is easily the second most important aspect. Now you have some leverage and a fall back plan with you alternative options, you need to know what number is that bottom …show more content…

I recently (last summer) had two job that wanted me to work for them. I went through the interview and they both wanted me to come in to talk about compensation and have me sign paper work. The first company was a flooring company and they wanted me to come in an administrative position as a warranty specialist. This job was offering me $27,000 annually and full benefits package, but the pay was non negotiable. The second company was a beach company that wanted me to come in as the beach attendant manager. At this job they were offering me 9$ an hour, health insurance, and 2.5% commission of monthly sales. They also told me since they did not meet my bottom line that I can renegotiate compensation after 30 days so they can see my performance numbers. I picked the second company because even though they did not meet my bottom line in compensation they acknowledged the fact that they didn't and were more then willing to renegotiate my compensation any time after 30 days so they can see my performance numbers, which in term gave me leverage to possibly negotiate with high numbers. The last piece and factor which Neale gives us is what are you aspiring

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