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Negotiation Strategies

If you guys are current with my posts, you know that last post I discussed negotiation styles. In this post we will explore how to negotiate with each style. It is important to do some research to discover which style the person you are negotiating with uses. Looking at his/her past engagements and business resume will be helpful in this situation. After identifying their style try and implement the following strategies to get what you want out of a negotiation.

When dealing with someone who uses the factual style it is important to be precise in presenting your facts. Refer to the past in which the discussed areas have already been proven to work, a business precedent if you will. Be indicative. In other words go from the facts to the principles not vice versa. Also know you dossier and all of its aspects and details. Knowing your record will let you bring more fruitful points to back up your side of the negotiation. Lastly, make sure you document what you say. This can be of huge help when you get further along the process and need to site an aforementioned dialogue.

Dealing with someone who negotiates with an intuitive style is a bit different. You need to focus on the situation as a whole, win the war. Also, project yourself into the future, look for future opportunities. If you are stuck at some point in the negotiation process, tap the imagination and creativity of your partner. You also need to be able to get a good read quickly, build upon the reactions of the other person and you jump from one idea to another.

Using logic when negotiating with a analytical style person. Look for such cases of cause and effect. Connectivity between these elements in important, learn how to analyze the relationships between the various elements of the situation or problem at stake. Also, expect the negotiation to take longer if the person is analytical. Everything will need to be thoroughly thought out. In order to reach a final agreement, analyze various options with their respective pros and cons.

Building a relationship with someone who has a normative negotiating style is crucial. Do this at the onset of the negotiation as it will build your credibility. Show your interest in what the other person is saying in order to demonstrate your interest. Like any negotiation it is also important to recognize his or her values and adjust to them accordingly. More so than any other style, you can appeal to these persons emotions in the negotiation. Be ready to compromise and don’t forget to read their feelings and react to them.

Again, I cannot strive enough to point out, do not tell the person you are negotiating with when you have to leave. Knowledge is power, and with this knowledge they know if they wait you will get more desperate and they will ultimately be able to take advantage of you.

Next time you negotiate try and implement some of these strategies to help gain yourself some extra leverage!


International Negotiation

Negotiation skills are very important if you want to get things done. With that being said, many people are unawares of how to be an effective negotiator. There are some very standard facts you must adhere to when you negotiate starting with:

-Make sure you are negotiating with the appropriate person. There is nothing more annoying then spending a week reaching an agreement with someone then having his boss shoot it down.

-A good negotiator will ALWAYS portray himself at the end of the negotiation even if he got the better deal. The key is making the person you negotiated with feel good about what he accomplished.

With that being said, it is important to understand how and why the person you are negotiating with thinks. Recognition of projective cognitive similarity is of high importance. This means that one assumes that the other perceives, judges, thinks and reasons the way he or she does. This is rarely EVER the case, ESPECIALLY with international negotiation. The awareness of cultural influences and practices is essential. There are 4 crucial steps involved with the cross-cultural negotiation process.

1. Non-task sounding or establishing rapport

2. Positioning- objectives, expectations, preferences

3. Reflection, evaluation and persuasion; determine points of conflict, strenghts and weaknesses, differences

4. Adjustment and agreement

With these steps in mind, you must also understand how you, as an individual, negotiate. We will use a U.S. negotiator as an example.

Typical U.S. negotiators are:




-Expect opponents to have authority






Most of these work against our ability to negotitate. However recognizing such flaws is the first step in making the transition from a sub-par negotiator to a subperb one.

On a seperate note there are several other issues you must consider when negotiating. First off, negotiations can be either strategic, or synergistic. A strategic negotiation is one where resources are limited, and a synergistic negotiation is one where resources are unlimited. Distinguishing between which negotiation you are pursuing is key. Other issues to be considered include:

-Context; high/low

-Time; Poly/Mono

-Risk-Taking Propensity; Cautious/Adventurous

-Decision Making; Authoritative/Consensual

-Final Form; Oral/Written

-Aspirations; Personal/Corporate

-Argument Style; Logical/Emotional

-Protocol; Formal/Informal

Identify these aspects before you go into a negotiation can ultimately decide the negotiations outcome. If you practice due dilligence you automatically have a step up because if you know the philosophies of your negotiating party, you also know how to beat them.

Skilled negotiatiors will also:

-Use interpreters

-Plan; 50% before meeting face to face

-Use fewer irritators

-Make fewere immediate counter-proposals

-Use fewer reasons to back up arguments

-Review the negotiation at its conclusion


Negotiation is just a skilled way of interacting with others to reach a desired outcome. In order to get to that outcome you have to practice obvious principles of respect, tolerating ambiguity, being able to relate to other people, being nonjudgemental, personalizing ones observations,  empathy, and persistance. These aforementioned skills can be categorized into 4 different forms of negotiating, factual, intuitive, normantive, and analytical.

Factual Style: The facts speak for themselves


-Pointing out facts in a neutral way

-Keeping track of what has been said


-Looking for proof

-Documenting Statements

Intuitive Style: Imagination can solve any problem


-Making warma nd enthusiastic statements

-Being imaginative and creative

-Going beyond the facts

-Coming up with new ideas all the time

-Being deductive

Normative Style: negotiating is bargaining


-Judging, assessing and evaluating the facts according to personal values

-Approving and disapproving

-Offering bargains

-Using status, authority, looking for compromise

Analytical Style: Logic leads to the right conclusions


-Forming reasons

-Drawing conclusions

-Analyzing for cause and effect

-Putting things into logical order

-Weighing pros and cons thoroughly

A Comparison: Jihad vs. McWorld

Religion needs McWorlds technology and McWorlds markets and McWorld needs Jihad and its cultural parochialism to feed its endless appetites. However, Jihad needs McWorld to help spread the culture by the marketable producers whose communication makes Jihad known.

Depending on where you are in the world, Jihad can take different forms. In Europe for example, Jihad takes two forms provincialism, and parochialism. Provincialism sets the periphery against the center while parochialism disdains the city. Both forms threaten the capital city.

The interplay between Jihad and McWorld is also very prevalent wherever you are. In France, language is used to try to defeat McWorld, through websites, text, and conversation. Also, China wants to trade with McWorld but opposes Westernization. Westernization is a the key aspect of McWorld with all of it’s corporate aspects so this conflict can cause great strife.

I am sure many of you have heard on the news about a “Jihad in the Middle East”, you need to know that in the ME Jihad takes on a whole different set of connotations than it does elsewhere. Normally, Jihad (Holy War) is a tern associated with the moral and sometimes armed struggle of believers against the faithlessness and faithless. Islam naturally has less room for secularism, that is the government and religious practices are more closely tied, than any other major world religion. It is important to note that Islam is not opposed to democracy, but to modernization.  Just to be clear, in the context on this blog, Jihad is used to speak to a generic form of fundamentalist opposition to modernity that can be found in most world religions.

You may naturally think that McWorld may support a democracy over Jihad however that is not the case. Neither Jihad nor McWorld allows democracy much room. Individuals cannot live in both domains at once and are always compelled to pick a side. This is because Jihad and McWorld are two moral antinomies. They contradict each other in that each represents an opposing principle or law. With respect to McWorld, market relations are not necessarily a foreground to social interaction, let alone for Democratic social interaction. In the United States the common foreign policy is that in order to promote internationalizing markets, it is important to democratize them. However this is not the case, markets are not designed to do the things that democratic politics do. Democracy is NOT a universal prescription for a McWorld tied form of government.

In conclusion, neither Jihad nor McWorld understand the public realm or the idea that a public area offers a powerful tool to the privatizing and de-democratizing effects of aggressive tribes and aggressive markets. This trend will continue until the terrors of Jihad and the insufficiencies of McWorld end. There is no chance that we can begin on a journey to cooperative human living with such tools in place.

*Sources: ISE, Dr. Meredith

Obama and Osama have more in common than we think….

Networking, as you all know now, is about building relationships and subsequently gathering assests. Bot Obama and Osama are MASTERMINDS in this field. Disagree? You’re wrong.

You see, this latest article, taken off, helps us infer about the sheer volume of relationships Osama has- whether we like it or not.

(CNN)- Al Qaeda leader Osama bin Laden has called for Somalia’s new president to be overthrown, according to an audio recording posted Thursday on the Internet.
Osama bin Laden, in an undated photo, purportedly taped a message urging the ouster of Somalia’s president.

Bin Laden said Sheikh Sharif Sheikh Ahmed had been president of the country’s Islamic Courts but “as a result of inducements and offers from the American envoy in Kenya, he changed and turned back on his heels” … and agreed to partner with the “infidel” to form a government of national unity.

Sheikh Ahmed — whom Somali lawmakers elected president on January 31 — should be “dethroned, fought and removed with armed force,” the message said.

The bin Laden message is titled “Fight on, Champions of Somalia.” The authenticity of the recording could not be independently verified.

In my opinion, the fact that he can issue such a statement with over 30,000 American troops looking for him is crazy. The fact that he can cause such a disruption stems only from the fact that he has well built networks….across the world unfortunatley.  Yes you can argue that people follow him just because he is a terrorist, and other people who wish to do evil know he is a good outlet…etc. But isn’t that what networking is?

Lets look at this from another perspective….Obama.

Obama and his campaign team understood the importance of networking. How did they do it? They did it through personal identification using one word- hope. Think about it, everyone has hope, everyone can identify with hope, everyones individual hope is custom to their own lives, but most importantly hope is a term with limitless connotations, connotations that keep the world turning no matter what the political age, world state, or personal thoughts. Every religion is based on hope. For example, Christians hope they can carry out Gods work on earth, in hopes of being with him in heaven one day. Through the usage of this word, Obama grounded his campaign- finding an ingenous way to identify with every individual.

If you didnt’ hear him speak on T.V. while you watched in awe at his charisma and passion, you probably got a knock on your door from him personally or one of his supporters. This form of engagement is always an endearment to networking as discussed in previous posts…  Now let me make something very clear. As you have just read, networking is a very powerful thing, but as Batman said “With great power comes great responsibility”. Obama and Osama are the two extremes in this case……

In conclusion, you should be able to identify with how powerful networking is, one man used it to rally a nation, another man used it to bring horrible crimes to the forefront of humanity. In the case of Osama, the network he had built is so strong it has taken literally hundreds of thousands of troops, billions if not trillions of dollars, and over 6 years to significantly dismantle it.

Stimulus package not helping?

Some food for thought on this foggy morning:

Who needs a stimulus package to save the economy when you can network? More to come later.

Networking is Everywhere!

Did anyone catch “The Celebrity Apprentice” tonight?  Trump specifically sited the importance of networking and accreditied it as one of the main areas contributing to his success.

I came across a website today that supported my ideas with regard to networking in several aspects. The site is, and it states “Networking is the single most powerful marketing tactic to accelerate and sustain success for any individual or organization”. The point I want to focus on is their usage of the word “tactic”.

In my opinion, a tactic is a well planned scheme whose implementation depends on a followed procedure. However, networking is something much different. Good, and even great networkers are quick on their feet, they know to to relate to any group of people, and most importantly, they realize the mutual benefit that any such relationship can provide. In this regard, networking is not a tactic, but a skill.

Think you dont’ possess this skill? Try again! In many instances the more a person practices networking, the better they get. The first stop in networking is quite simple actually- realize its potential! Whats next?

Create a facebook to connect with friends and local networks, create a linkedIn to contact business professionals around the world, launch a website to help “market” your personality and skills, make a small, but effective, time investment with each person you see, send out a resumee with intentions that diverge from being hired, but most importantly any networking  virgin needs to realize that it’s not about who you know, but who knows you!

You may be thinking well, I don’t have time for this, I dont’ think its worth it. Let me assure you, you have time. The best networkers out there encorporate networking into their lives to the point that they dont’ even realize they are doing it! This is the point each person should seek to reach….on an ending note, remeber relationships are “the catalysts for success”, no matter what field your in!

“The World is Flat”

Rainy days are great for blogging-and reading! Have any of you ever read “The World is Flat”? If you haven’t I HIGHLY recommend it. For the purposes of this blog here is a quick summary:

The technical ability of our generation and past generations is one of the main underlying themes of the book in my opinion. In todays economy, and the clear evidence of how flat the world has become, how should people differentiate their lives to take advantage of the current setting and survive?

For myself, the current economic turmoil, and the general decay of economic confidence has motivated me to become more involved in everyday activities as well as reach out to access new ones. I recently put together a large scale Presidential Campaign at my college- designed to reach out to over 5000 students. I knew, regardless of the outcome, that this was an opportunity as much as a campaign.

This brings me to the all important, one-word, activity that will insure any person success should they pursue it actively and vigorously.

This Campaign provided me with an entrance in which I could pursue any person on campus. For example, if you were walking down the street and were pursued by someone who asked “Hey how are you?” most people would immediately see this as very creepy. However if the person approaches you and quickly establishes a motive, the door completely opens for further conversation.

I used this application about 500 times in about 6 days on the campaign trail. My goal was to get into the heads of students, understand their values, goals, and ambitions, and seek to explore how I could help them with each of these three aspects. Establishing such relationships and getting the opportunity to understand others was a key aspect in the election, and is a key aspect in our current world.

I will leave you guys with an analogy applicable to this post: Networking is like a spider spinning its web. The larger the your web, the more you catch.

-Nathan Latka