Yin-Yang approach to
negotiations harmonizes 'pull' and
'push' tactics. While being
strategically focused on the desired outcome, be
flexible, like river water
or plant shoots, in your approaches to selecting or
inventing the routes towards the desired results.
Avoid confrontational negotiations. If your
counterpart takes a position with which you totally disagree, don’t argue.
It may come across as, “I’m right and you’re wrong.” Arguing always puts
your opponent in a defending position, makes him or her to argue back, and
intensifies his or her desire to win the contest of rightness and will. So,
agree first, then turn it around.
Feel, Felt, Found (3F)
Roger Dowson, the author of Secrets of
Power Negotiating, advises to use the Feel, Felt, Found (3F) formula to
diffuse the competitive spirit. For instance, if you are selling something,
and your prospective buyer says, “Your price is way too high,” don’t argue.
Say instead, “I understand exactly how you feel about that. Many other
people have felt exactly the same way as you do when they first hear the
price. When they take a closer look at what we offer, however, they have
always found that we offer the best value in the marketplace.”