The Negotiation Guru

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I received a comment on my previous blog post from a French ADR blogger, Dominique who made some very interesting points which I would like to share.

This is Dominique’s blog. But you have to first learn to read French! Actually I would appreciate if someone can translate it for me. According to Dominique, “roll” is a slang for swindle (in French?). Interesting!

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However, it is exactly the same thing in the Arab countries but I will add because that seems to me incomplete that the Westerners stop too quickly because there is also the taste to haggle over, not to be interested by the article which interests you, to know to leave for better remaining, accepting the “glass of the friendship” to need etc etc

All that belonged to the play of the bargaining and the reciprocal pleasure to draw some!

The important thing in the businesses is actually that the two interlocutors leave satisfied because each one must find its account there and the concessions must be necessarily reciprocal. It is there, the true price, the whole is to guess where is the cursor and to seize it by the observation and listening. One never should seek to roll either the adversary, you will gain only once and you will not be the “clever” one of the history in addition to which you lose the direction of this negotiation, the salt of this one: there will be no more pleasure!

The negotiation must be always reasoned. If American developed the techniques of “reasoned negotiation”, it should be admitted that the Eastern ones in general are very gifted for the commercial discussion because they like the play which it implies and thus they live it and in a rather intuitive way with reference marks which we do not have any more including/understanding in our consumer society as many varied products so various only we do not know the basic prices so much any more.

Moreover, fatalism gained us so much so that one discusses little and that which discusses master key for funny of citizen. However, it is possible everywhere provided that your interlocutor is the good.
Then, it is well to have tools but it is still better when you done it by liking what you made, that will feel and you will tie a different bond and when you leave, you will not be only content because you have your object at a handsome price but because you invested yourself also in emotion, time and energy, i.e. that you deserved it and it is not any more the same thing of the whole!

PS: I talk about your interessant post on my weblog

Dominique from FRANCE

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Jens Thang
Negotiation Skills for Everyone

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Tags: adr, business, conflict resolution, influence, mediation, negotiation, psychology, strategy, tips

This entry was posted on Tuesday, March 25th, 2008 at 10:50 am and is filed under Cultural Negotiation, Others. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.