Frequently the negotiator on the other side will change for reasons that are not tactical.
For example, the old negotiator may have been transferred or conceivably even fired. In
such a situation it is important to be very aware of the political needs of the new
negotiator. He or she may find it necessary to place his or her own stamp upon the
agreement that is being negotiated and may in fact feel forced to disown anything that the
prior negotiator did. Rather than reacting angrily or negatively to such a situation, try to
work with this person in the framework of their political needs, perhaps reshaping the
deal or trading off some minor concessions in order to satisfy these needs.
Change the negotiator can sometimes be an effective strategy, when a negotiation is
deadlocked, particularly if personalities have become part of the problem.
Change the negotiator is also sometimes used as a tactic to throw the other side off
balance. The new negotiator will enter the scene, feign ignorance of what has occurred to
date, try to disavow concessions made by his or her predecessor, while at the same time
demanding to retain the concessions that you made.
When faced with "change the negotiator" either as a tactic or simply as a result of
personnel changes, never allow it to push you into making substantial additional
concessions simply because the negotiator has changed and wants more. Remember that
the negotiation isn't over until it's over and if the new negotiator doesn't like anything
about what has happened to date, you always have the option of going back to your initial
positions and starting all over again. Certainly don't let them withdraw their concessions
while insisting that you keep yours on the table.
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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