Every so often life will deal you a very weak negotiating hand. One way to play this is to
attempt to bluff your way through and not let anyone know the weakness of your position.
Occasionally, however, your weaknesses are obvious to everyone involved. In such a
circumstance, you may be better off "throwing yourself on the mercy of the court" rather
than trying to fight it out.
This depends very much on the circumstances and especially whom you are negotiating
with. Some research has shown that the strong, confident and secure negotiator, faced
with a very weak opponent, will tend to be magnanimous and generous if approached in
the right way. On the other hand, the same research indicated that the less confident,
more insecure negotiator, when faced with an opponent with a weak position, will tend to
exploit that position to the fullest. Therefore, throwing yourself on the mercy of the court
can be effective in improving your final outcome, provided you do it with an individual
who is going to be generous and not take undue advantage of the situation.
copyright 1997 - Michael Schatzki
A Master Negotiator
Michael Schatzki is a master negotiator whose high energy,
content-packed Negotiation Dynamics® keynotes, breakout
sessions and seminars draw rave reviews.
Memorable and Entertaining
His Negotiation Dynamics® system offers participants a
powerful set of tools that will give them a critical edge in
organizing and structuring all of their negotiations. His stories,
anecdotes and sense of humor bring to life his powerful
Negotiation Dynamics® system.
Fully Customized
Mike does his homework. He customizes every program, from a 45 minute keynote to a
two day seminar. He learns about your business or industry and tailors the program to
precisely fit the needs of his listeners. The result is that audiences take away ideas,
concepts and approaches that they can use immediately to negotiate the best possible
agreements.
It Works
More than 75% of Mike's programs are for satisfied repeat customers who find him to be
a dynamic, entertaining speaker and trainer. The Negotiation Dynamics® system really
works!
Phone us at:
(888) 766-3530
Fax us at:
(908) 766-5125
E-mail us at:
MikeSchatzki@NegotiationDynamics.com
Visit our Web site:
www.NegotiationDynamics.com
Write us at:
Negotiation Dynamics
79 Page Hill Road
Far Hills, NJ 07931
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