Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good reason. It is difficult to imagine a more vital managerial skill than the skill of negotiating. Effective managers must be superior negotiators. Without solid negotiating abilities, managers will inevitably make serious mistakes in dealing with people at all levels, both inside and outside their organizations. As negotiators, managers must concern themselves with substantive issues and their continuing relationships with people. If they push too much, they may create hard feelings and a desire to exact revenge. If they are overly concerned about getting along with others, they may lose in many substantive areas, thereby negatively impacting upon their department and their organization.

Successful negotiating involves trading-off between getting along with people and getting what you want. All negotiators face this dilemma: "How can I get what I really desire and yet maintain a friendly relationship with the other side?" Those who can achieve these seemingly contradictory objectives have mastered the art of negotiating. Negotiation is a discussion between two or more people with the goal of reaching an amicable agreement on issues separating the parties when neither side has the power nor the desire to use its power to get its own way.

Collaborating is one of several problem-solving approaches, however collaborating looks for a workable solution and even-handedly explores the needs of the parties until they are reasonably satisfied. Its advantages are that both sides can win big and collectively find solutions, ideas, and outcomes that go beyond the scope of the individual parties involved. Personal relationships can improve rather than deteriorate. Its pitfalls are that it can be extremely time-consuming, and that negotiators with a forcing style may interpret this approach as weakness.

Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium

CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.

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Kenya maintains no negotiation policy with Somali pirates - Xinhua

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://news.google.com/news/url?sa=Tct=us/0i-0fd=Rurl=http://www.washingtonpost.com/wp-dyn/content/article/2008/10/11/AR2008101100408.htmlcid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNE6LRFU30rJcz56QU9e8KqfLSaZvgimg src=http://news.google.com/news?imgefp=pA34l8P_LmoJimgurl=media3.washingtonpost.com/wp-dyn/content/photo/2008/10/11/PH2008101100410.jpg width=80 height=57 alt= border=1brfont size=-2Washington Post/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/0-0fd=Rurl=http://news.xinhuanet.com/english/2008-10/14/content_10189779.htmcid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNHJEnO0K_uJFrpfg4rlAEekGyLn_QKenya maintains no bnegotiation/b policy with Somali pirates/abrfont size=-1font color=#6f6f6fXinhua,nbsp;Chinanbsp;-/font nobr16 hours ago/nobr/fontbrfont size=-1b.../b over the weekend issued 72-hour deadline for the ransom to be paid or else they blow up the Ukraine ship but analysts say it was a bnegotiation/b gimmick. b.../b/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/0-1fd=Rurl=http://www.youtube.com/watch%3Fv%3DgCurKNlPF4gcid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEWYy2qfeTLqb1nxuRoEfJzziecpgVideo: Pirates threaten to blow up ship/a font size=-1 color=#6f6f6fnobrRussiaToday/nobr/fontobject width=448 height=356param name=movie value=http://www.youtube.com/v/gCurKNlPF4g/paramparam name=wmode value=transparent/paramembed src=http://www.youtube.com/v/gCurKNlPF4gtype=application/x-shockwave-flashwmode=transparentwidth=448height=356/embed/objectbr/fontfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/0-2fd=Rurl=http://www.kbc.co.ke/story.asp%3FID%3D53061cid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEbee_ZbaixeH7oVgCszF0HdGmpsQPirates reject local mediator/a font size=-1 color=#6f6f6fnobrKenya Broadcasting Corporation/nobr/font/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/0-3fd=Rurl=http://www.nytimes.com/2008/10/09/world/africa/09pirates.htmlcid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNF3RQfzlqm4NC972O0bAZIHXDE7xQSomali Pirates Said to Be Near Arms Cargo Deal/a font size=-1 color=#6f6f6fnobrNew York Times/nobr/font/fontbrfont size=-1 class=pa href=http://news.google.com/news/url?sa=Tct=us/0-4fd=Rurl=http://www.mareeg.com/fidsan.php%3Fsid%3D8248%26tirsan%3D3cid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNHd9UXaH2vXMwLu8Ie-o404IpfqVAnobrMareeg/nobr/anbsp;- a href=http://news.google.com/news/url?sa=Tct=us/0-5fd=Rurl=http://www.gantdaily.com/news/36/ARTICLE/32991/2008-10-08.htmlcid=1253741000ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNHKVh2-9boP_vCN1hr4UbzehN4hvgnobrGant Daily/nobr/a/fontbr/font class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1253741000hl=ennobrall 1,789 news articles/nobr/a/font/div/font/td/tr/table

Lee school district unions head back to negotiation table - Naples Daily News

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/1-0fd=Rurl=http://www.naplesnews.com/news/2008/oct/13/lee-school-district-unions-head-back-negotiation-t/cid=1257287705ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNG7CAjmvprzvGsalK52AlLdvb8BLwLee school district unions head back to bnegotiation/b table/abrfont size=-1font color=#6f6f6fNaples Daily News,nbsp;FLnbsp;-/font nobr11 hours ago/nobr/fontbrfont size=-1The associations that represent them in contract bargaining, which less than half are members of, will be reopening bnegotiations/b Wednesday evening with the b.../b/font/div/font/td/tr/table

Negotiation keeps building#39;s lights lit - Evansville Courier Press

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/2-0fd=Rurl=http://www.courierpress.com/news/2008/oct/14/negotiation-keeps-buildings-lights-lit/cid=1257549770ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNExOktIHbWa9Ejwu3LRV1FHdHUmQgbNegotiation/b keeps building#39;s lights lit/abrfont size=-1font color=#6f6f6fEvansville Courier Press,nbsp;INnbsp;-/font nobr7 hours ago/nobr/fontbrfont size=-1By LINDSEY ZILIAK Electrical service to Sally Milner#39;s apartment, as well as to the other units at Cambridge Arms Apartments, nearly was disconnected last b.../b/font/div/font/td/tr/table

Fort Worth City Council should approve new fee agreement for ... - Fort Worth Star Telegram

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/3-0fd=Rurl=http://www.star-telegram.com/225/story/971477.htmlcid=1257441777ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNF-LjsoOmap2Hc2-lCaJ3nVZ9LrzAFort Worth City Council should approve new fee agreement for b.../b/abrfont size=-1font color=#6f6f6fFort Worth Star Telegram,nbsp;TXnbsp;-/font nobr8 hours ago/nobr/fontbrfont size=-1The Star-Telegram Editorial Board previously has urged that the city of Fort Worth examine whether it was paying excessive fees for the bnegotiation/b of b.../b/font/div/font/td/tr/table

Handshakes and the dying art of negotiation - Examiner.com

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://news.google.com/news/url?sa=Tct=us/4i-0fd=Rurl=http://www.examiner.com/x-1197-Tampa-Bay-Boomer-Biker-Examiner~y2008m10d13-Handshakes-and-the-dying-art-of-negotiationcid=0ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNGPEl68Mj4LTM0_46kpZxWoO_6nKQimg src=http://news.google.com/news?imgefp=KYXnouQD-F4Jimgurl=www.examiner.com/images/blog/author/img89bruce_hosking_photo1.jpg width=80 height=67 alt= border=1brfont size=-2Examiner.com/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/4-0fd=Rurl=http://www.examiner.com/x-1197-Tampa-Bay-Boomer-Biker-Examiner~y2008m10d13-Handshakes-and-the-dying-art-of-negotiationcid=0ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNGPEl68Mj4LTM0_46kpZxWoO_6nKQHandshakes and the dying art of bnegotiation/b/abrfont size=-1font color=#6f6f6fExaminer.comnbsp;-/font nobr1 hour ago/nobr/fontbrfont size=-1According to my teacher: “bNegotiations/b will be successful and a deal made when both sides have the perception that they have won. b.../b/font/div/font/td/tr/table

Bush#39;s North Korea Surrender Will Have Lasting Consequences - Wall Street Journal

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://news.google.com/news/url?sa=Tct=us/5i-0fd=Rurl=http://www.voanews.com/english/2008-10-13-voa25.cfmcid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNFVxxP4Xg_AC0dz8JYXIP8Ijp4J3wimg src=http://news.google.com/news?imgefp=JlRLXT_AFuoJimgurl=www.voanews.com/english/images/ap_north_korea_yongbyon_nuclear_facility_175_13Aug02.jpg width=80 height=80 alt= border=1brfont size=-2Voice of America/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/5-0fd=Rurl=http://online.wsj.com/article/SB122385733887027383.html%3Fmod%3Dgooglenews_wsjcid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEWRY03TTyhZqnBBwPa6PBGJWir6ABush#39;s North Korea Surrender Will Have Lasting Consequences/abrfont size=-1font color=#6f6f6fWall Street Journalnbsp;-/font nobrOct 12, 2008/nobr/fontbrfont size=-1Delisting the Democratic Peoples Republic of Korea (DPRK) as a terrorist sponsor represents a classic case of prizing the bnegotiation/b process over substance b.../b/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/5-1fd=Rurl=http://www.youtube.com/watch%3Fv%3DM6uFligRRUYcid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEeychmRcqM0F8Shb1sjZZ4lq_prAVideo: N. Korea Announces End to Nuclear Freeze/a font size=-1 color=#6f6f6fnobrAssociatedPress/nobr/fontobject width=448 height=356param name=movie value=http://www.youtube.com/v/M6uFligRRUY/paramparam name=wmode value=transparent/paramembed src=http://www.youtube.com/v/M6uFligRRUYtype=application/x-shockwave-flashwmode=transparentwidth=448height=356/embed/objectbr/fontfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/5-2fd=Rurl=http://www.examiner.com/x-243-Progressive-Politics-Examiner~y2008m10d11-North-Korea-removed-from-terror-listcid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNGQ8wYB9LJN62avMjjbgZOLjmLXjANorth Korea removed from terror list/a font size=-1 color=#6f6f6fnobrExaminer.com/nobr/font/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/5-3fd=Rurl=http://www.sfgate.com/cgi-bin/article.cgi%3Ff%3D/c/a/2008/10/12/MNN013FHV9.DTLcid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNGQxbpfdmxQyKQByeNS6DIMB1F9ywUS taking North Korea off terror list/a font size=-1 color=#6f6f6fnobrSan Francisco Chronicle/nobr/font/fontbrfont size=-1 class=pa href=http://news.google.com/news/url?sa=Tct=us/5-4fd=Rurl=http://ca.reuters.com/article/topNews/idCATRE4984S320081009cid=1255842506ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEtxo6OFyq6KwzvSufpmN2V56WasgnobrReuters Canada/nobr/a/fontbr/font class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1255842506hl=ennobrall 3,749 news articles/nobr/a/font/div/font/td/tr/table

Dell negotiations: Street ball without the refs - ZDNet

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/6-0fd=Rurl=http://blogs.zdnet.com/BTL/%3Fp%3D10410cid=1257327077ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNGsRGxHs_ABRgFJA67DM3utPr5vWADell bnegotiations/b: Street ball without the refs/abrfont size=-1font color=#6f6f6fZDNetnbsp;-/font nobr1 hour ago/nobr/fontbrfont size=-1bNegotiating/b hardware deals with Dell isn’t for everybody. In fact dealing with Dell can be downright difficult relative to other hardware vendors. b.../b/font/div/font/td/tr/table

In Korea, Rituals of Absurdity - Washington Post

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/7-0fd=Rurl=http://www.washingtonpost.com/wp-dyn/content/article/2008/10/13/AR2008101302169.htmlcid=1257522302ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNF6udpqo90seKtQrrQ5fP4303i4kwIn Korea, Rituals of Absurdity/abrfont size=-1font color=#6f6f6fWashington Post,nbsp;United Statesnbsp;-/font nobr9 hours ago/nobr/fontbrfont size=-1What this cannot possibly be is a genuine bnegotiation/b, by which I mean one whose ultimate outcome will be the dismantling of North Korea#39;s nuclear program b.../b/font/div/font/td/tr/table

Nearly As Far-Fetched As The Maverick Lie -- Negotiation Preconditions - Huffington Post

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://news.google.com/news/url?sa=Tct=us/8i-0fd=Rurl=http://afp.google.com/article/ALeqM5g8CWCJr2jKpJyJtX9t_Al8fnDJ7Acid=1257649115ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNG-KnMtjoOw93luscvHnNAbGztIzQimg src=http://news.google.com/news?imgefp=2Crj4_mt5z8Jimgurl=afp.google.com/media/ALeqM5jNOWZfMboPQUHY9L6UpMR7jqXUug width=80 height=49 alt= border=1brfont size=-2AFP/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/8-0fd=Rurl=http://www.huffingtonpost.com/kathleen-reardon/nearly-as-far-fetched-as_b_132321.htmlcid=1257649115ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNHm4_0WfxgYhg6Ppl3uYlpxdbOjzANearly As Far-Fetched As The Maverick Lie -- bNegotiation/b Preconditions/abrfont size=-1font color=#6f6f6fHuffington Post,nbsp;NYnbsp;-/font nobrOct 6, 2008/nobr/fontbrfont size=-1First, it#39;s either naive or a fabrication when McCain suggests Obama will suddenly pop up at a bnegotiation/b with the leadership of Iran. b.../b/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/8-1fd=Rurl=http://www.ctv.ca/servlet/ArticleNews/story/CTVNews/20081008/poll_obama_mccain_081008/20081008%3Fs_name%3Duselection2008%26no_ads%3Dcid=1257649115ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNHA5p2oUuryN2ZBk1i4HAu2YXGStQPost-debate polling favours Obama over McCain/a font size=-1 color=#6f6f6fnobrCTV.ca/nobr/font/fontbrfont size=-1a href=http://news.google.com/news/url?sa=Tct=us/8-2fd=Rurl=http://www.huffingtonpost.com/omid-safi/terrorizing-the-american_b_132597.htmlcid=1257649115ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNEIMN6NfZUt7ydFvaZ16uCTUVGwdwTerrorizing the American Politic/a font size=-1 color=#6f6f6fnobrHuffington Post/nobr/font/fontbrfont class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1257649115hl=ennobrall 660 news articles/nobr/a/font/div/font/td/tr/table

STA - Slovenska tiskovna agencija / Slovenian Press Agency - STA - Slovenska Tiskovna Agencija

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://news.google.com/news/url?sa=Tct=us/9-0fd=Rurl=http://www.sta.si/en/vest.php%3Fs%3Da%26id%3D1328502cid=1257337646ei=KqH0SPr6F57M8ASX9KWnDQusg=AFQjCNERPYiNVVtlMzg1pQiazz5hw4PPIQSTA - Slovenska tiskovna agencija / Slovenian Press Agency/abrfont size=-1font color=#6f6f6fSTA - Slovenska Tiskovna Agencija,nbsp;Slovenianbsp;-/font nobr20 hours ago/nobr/fontbrfont size=-1Rupel pointed out that maps were to be found in one or two bnegotiation/b chapters which contain quot;slightly excessive solutions regarding the borderquot;. b.../b/font/div/font/td/tr/table

Negotiation - Google News

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