Beliefs Impact Negotiations

“In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate” – Chester Karrass

Do you believe that statement? I don’t! However, at first glance it seemed to be a very valid statement to me. Then I began remembering several contradictory experiences which caused me to conclude that, to become a successful negotiator–you must believe that you deserve what your asking for!

One of these experiences occurred during a beautiful sunny, but cool, early fall day in South Carolina. A colleague and I were considering a business proposal that included meeting nearly 100 fascinating people, making a difference, earning a significant amount of money and a beachfront view. Irresistible offer? It was–until the following words were spoken in a rather firm tone:

“You’ll have to pay for your transportation, hotel room, and food,” said Nathan. After which he abruptly turned and walked out of the office leaving us to contemplate his offer. I spun around 45 degrees in my chair and looked my colleague in the eye and said, “Walt, are you willing to accept that deal?” He looked me square in the eye and said, “No Ron, I’m not!”

You see, my colleague and I believed that we deserved a better arrangement than what Nathan offered that day. Quickly, we agreed that I would ask for what we deserved or pass up the opportunity. Several minutes later Nathan return to the office with this question: “What have you decided?”

“We’re curious to know if you would cover the transportation and hotel costs?,” I asked. “No, I wouldn’t,” Nathan responded. He went on to ask us individually if we would accept the deal. We both turned down the deal. At which time I said, “Nathan, Walt and I believe it’s more beneficial for us to stay in town and enroll people in the upcoming event. That way, we avoid incurring additional costs, making the transactions more profitable for all us.”

Nathan appeared shocked but agreed with my assessment of the deal. He left the office again. Twenty minutes later, he returned and said, “I want you both there, so I called the promoter and re-negotiated the deal. Your transportation and hotel is covered now.”

In sizable or big ticket negotiations, you’ll feel the urge to accept the first offer presented to you, but I highly recommend that you avoid that decision. Take time to clarify in your mind what you really want/deserve, then make your case. If the other party rejects your counter offer, politely decline to move forward until the offer is mutually beneficial. One of the most important aspects of accomplishing a successful negotiation is believing you deserve what you want.

One more thing. Someone once told me, “Ron, ask for more than you want, you might get it.” Guess what? He was right! In my next post, I’ll write about one of my experiences resulting from acting on that belief.

With your success in mind,
Ron

P.S. Have you had similar experiences? Have the posts on negotiations been helpful to you? Write your response in a comment below. Thanks!

P.P.S Although the story in this post is true, I changed the names and the location to maintain confidentiality.

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