Negotiation, step 5: package

When packaging a proposal, recognize the two fundamental styles of negotiating: competitive and collaborative. By understanding the factors that affect these styles, you can influence the other party's actions and help achieve the desired outcome.

Among the characteristics and behaviors of the two negotiating styles:

Cooperative (Win-Win)

-Voluntary relationship

-Trust

-Emotionally detached

-Skilled negotiators

Competitive (Win-Lose)

-Mandatory relationship

-Suspicion

-Emotionally involved

-Poor negotiators 

Next month we'll address step 6, bargain.

Tutor's corner: effectively deal with competitive negotiators

Rich Waldrop Bio   Email

Some people view negotiating as a game to be won, while others are just naturally competitive. Some tips on dealing with these types of negotiators:

• Plan the size of your negotiating team to avoid being outnumbered.
• Double-check your facts so they can't be used against you.
• If the negotiator uses overly critical language, stay calm and then recap what he/she said, which may prompt an apology.
• Beware of late demands during closing.

Watch Rich's video address on this topic.

Ex-owner can dictate parking fees

Tom Hicks, former Texas Rangers' owner, has the balance of power and can set his price for parking, says Sava Vojcanin of Clausen Miller. Way to go, Sava, our April winner! 

Highlights of Sava's winning analysis

Since Hicks retained control of the parking spaces, he holds all the cards. Plus, a lease might be attractive to Hicks, who would receive a lease check instead of running an operation that costs him money. At the same time, leasing would also help the Rangers define their costs.

Happy Days stars "not-so-happy" lawsuit: what will they recover?

Several stars of Happy Days, one of TV's most popular shows (1974-84), claim they've been cut out of merchandizing profits from tee shirts, comic books, slot machines and other products with their images. They've filed a $40 million breach-of-contract lawsuit against CBS. The key points:

Happy Days' cast (not including stars Henry Winkler & Ron Howard)

-Under contract, CBS was supposed to pay us 5% for solo images and 2.5% for group images, but the network hasn't paid up.

-We're owed millions of dollars.

-Case could set precedent, as many other actors haven't been paid royalties owed to them.

CBS

-Actors are only owed about $9,000 apiece for past 4 years (from papers obtained).

-We've been working with the actors "for quite some time" to resolve the issue (press statement).

Win a bottle of wine...

Sandy Sbarra

Bio    Email

Simon Letchford

Bio  Email 

Register here for the Advanced Negotiating Skills course on June 20-23 or on any of these dates: 

Parsippany, NJ  

-June 20-23

-July 11-14

-Aug. 22-24 ("Next steps")

-Sept. 12-15

-Oct. 10-13

-Nov. 7-10

-Dec. 5-8

Other sites  

-Aug. 8-11 (CA)

-Sept. 26-29 (IL)

About Scotwork

North America

Scotwork (NA) Inc. is the North American division of Scotwork Negotiating Skills, the world's largest independent provider of negotiation skills training and consulting with offices in 31 countries.

Its seasoned negotiators offer consulting and training in 17 languages to more than 9,000 executives and managers worldwide. Scotwork's clients receive an average return of 10 times the course fee within three months.