The_Essential_Manager_s_Handbook

BEING PREPARED / 375

Tailoring your strategy

Make sure that your negotiating strategy and behavior

reflects the other party’s situation and approach. For

example, in many negotiations, the other party is free to

leave or join the negotiating table as they wish. In some

cases, however, the parties are bonded together over the

long term and cannot simply walk away, and your strategy

should reflect this.

Some negotiators prefer to negotiate away from the

public eye, while others insist on keeping all stakeholders

and the public informed. Consider which mode is more

advantageous to you, taking into account the sensitivity of

the issues, the history between the parties, and the legal

and governance systems of each party.

Some negotiation counterparts observe formal

protocols in negotiations, while others are freer in what can

and cannot be said. Take particular care to do your research

when negotiating internationally to learn the formalities

expected of you.

>>^ Better understanding of what

can be accomplished.

>>^ Proposals are more likely to^

be accepted.

>> Ability to adjust your strategy

as the situation changes.

>>^ Successful negotiations and

superior outcomes.

^ Better trade-offs on the issues.

Advantages of knowing

your counterpart

25 %

of people in an

international

survey trust

others. 78% of the

Danish population

trust each other,

Making concessions

the most trusting

nation in the world.

US_374-375_Understanding_your_counterpart.indd 375 30/05/16 3:06 pm