The_Essential_Manager_s_Handbook

UNDERSTANDING NEGOTIATION DILEMMAS / 371

THE HONESTY DILEMMA

How much should you tell the

other party? If you tell them

everything, they may exploit the

information and take advantage

of you, so you need to strike

a balance between honesty

and transparency.

THE COMPETE OR

COOPERATE DILEMMA

You must compete for the benefits

on the table, but also cooperate to

create them with the other party.

You therefore need to be skilled at

both, to be able to create and then

claim value.

THE EMPATHY DILEMMA

If you develop empathy with the

other party, it may stop you from

acting assertively and negotiating

for your interests. Try to do both

well—maintain good relationships,

but protect your interests too.

THE TRUST DILEMMA

Trust is needed for a negotiation to

move forward, but if you trust the

other party completely, you put

yourself at risk of being taken

advantage of. Invest in building

trust, albeit with measured caution.

Skilled negotiators

recognize the myths

and focus on the

true negotiation

dilemmas

US_370-371_Understanding_negotiation_dilemmas.indd 371 30/05/16 3:06 pm