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    The Power of Negotiation
    The Power of Negotiation
    The Power of Negotiation
    Ebook187 pages1 hour

    The Power of Negotiation

    By Dell Wright

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    About this ebook

    When you become a better negotiator, you’ll earn more money, help your company achieve its goals and enjoy a more fulfilling personal life.

    Author Dell Wright, a successful CEO, provides the sharp focus you need to enhance your negotiation skills. With his guidance, you’ll engage in real negotiation, and learn the strategies you need to turn a “no” into a “yes.” It starts with recognizing The Power of Negotiation.

    Get ready to discover how to

    apply the “principled negotiation” method, developed at Harvard University; avoid the five mistakes that people make when negotiating; recognize the four types of negotiating outcomes.

    Focus on the most important guideline of negotiation: to be fair. It’s imperative that you ensure fairness so that each side comes out with a “win.” What’s the use to negotiating or being a negotiator if you only intend to benefit yourself?

    Regardless of what you do for a living, you need to negotiate to get what you want while also helping others. The strategies in this guidebook provide the help and confidence you need to be a better negotiator.

    LanguageEnglish
    PublisheriUniverse
    Release dateMay 30, 2012
    ISBN9781469781914
    The Power of Negotiation
    Author

    Dell Wright

    Dell Wright is the CEO of a real estate investing firm and formerly founded and served as the CEO of a nonprofit, charitable organization. He holds a master’s degree in computer science and a doctorate in business administration. He is also the author of My Life’s Journey, which focuses on his work with NASA and the US Defense Department. He currently lives in California.

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      Book preview

      The Power of Negotiation - Dell Wright

      Copyright © Dell Wright

      All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews.

      iUniverse books may be ordered through booksellers or by contacting:

      iUniverse

      1663 Liberty Drive

      Bloomington, IN 47403

      www.iuniverse.com

      1-800-Authors (1-800-288-4677)

      Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

      Any people depicted in stock imagery provided by Thinkstock are models, and such images are being used for illustrative purposes only.

      Certain stock imagery © Thinkstock.

      ISBN: 978-1-4697-8189-1 (sc)

      ISBN: 978-1-4697-8190-7 (hc)

      ISN: 978-1-4697-8191-4 (e)

      Library of Congress Control Number: 2012903399

      iUniverse rev. date:03/02/2012

      Contents

      Acknowledgment

      Author’s Biography

      Preface

      Introduction

      The Harvard Method

      Chapter 1    Progressive Negotiation Tactics

      Chapter 2    The Power of Negotiation: Negotiation Aspects

      Chapter 3    Negotiation Tips

      Chapter 4    Summary of the Harvard Method of Principled Negotiations

      Acknowledgment

      First,

      I would like to acknowledge my family

      To my wife, Ines R. Wright

      And our four wonderful children,

      Anthony W., Andre T., Fionna M., Aljonn J.

      (Granddaughter, Zayah)

      Whom I love and cherish immensely

      To my Father and Mother

      Mr. Thomas C. Wright & Mrs. Marie Wright

      Who, have provided me a lifetime of love and support

      To my loving and embracing Brothers and Sisters

      Randy, Eileen, Ody, Carolyn, Debra and David

      Whose hearts are filled with deep love for family

      AND

      Not to forget uncles and aunts,

      Nieces and nephews

      And a host of cousins

      Collectively, you all help make my universe

      Author's Biography

      Dell Wright was raised in Boston, Massachusetts. He is married and has four children and one granddaughter.

      Dell served overseas duty in Germany with the U.S. Army during the Vietnam Era.

      Mr. Wright has a Master Degree in Computer Science. He has a Doctorate Degree in Business Management.

      Dell feels humbled to have had the honorable opportunity to assist the United States of America with some of its world publicized, national goals and prides.

      As Aerospace Engineer, Mr. Wright provided Technical support to the World’s first, international, joint, manned space mission, where Russia’s Soyuz Spacecraft and NASA’S (national aeronautics & space administration) Apollo Spacecraft, rendezvous and linked in space. As Systems Integration Engineer, Dell provided Laboratory, Research & Development support to NASA’S Deep Space Network (DSN), preparing for the space launch and later communication with the Galileo Spacecraft, while on trajectory to Deep Space Planet Jupiter.

      As Senior Test Engineer and for U.S. Defense Department Contractor, Dell Provided important technical support to the Intermediate, Automated Test Equipment, (IATE) system. The IATE, supported the B1-B Aircraft, while being built, for the U.S. Air Force.

      As Senior Laboratory Standards Engineer and for U.S. Defense Department Contractor Dell Wright provided technical support and technical guidance to Technicians dedicated to the Ground to Air, Stinger Missile, being built for the U.S. Army.

      Mr. Wright has been selected and published in, Marquis 2000-2001, 5th edition, Who’s Who in Science and Engineering. Dell Wright is a published book author of My Life’s Journey.

      Mr. Wright is accredited for being Founder/CEO, of a 501 ( c )( 3 ), non- profit Corporation. He also Founded and is CEO of a Limited Liability Corp. (LLC).

      He served as Vice Chairman before rising to Chairman to lead the Municipal’s, Public Utilities Commission. Mr. Wright has extensive, world travel experience.

      Preface

      The editors of The Power of Negotiation are proud to present one of the most valuable guidebooks to the process, strategies and tips, for negotiations.

      Our mission is to bring to you some of the working and most effective strategy’s that can be applied when asserting proven methods for getting to the yes result when negotiating for what you desire for yourself, your family, your church, your community, or even for other interested parties or entities.

      The negotiation strategy’s we have gathered for you will provide you the important help and necessary confidence which you will need for being competent and effective, when engaging in your negotiations with your negotiating opponent.

      Make it your daily practice to,

      Take personal ownership and commit to memory, these valuable words,

      Success isn’t meant for just a few; the masses are deserving of success too

      We Sincerely Wish That Much NEGOTIATION Success Comes To You

      THE POWER OF NEGOTIATION

      By, Dell Wright, PhD

      Introduction

      The Harvard Method of Principled Negotiation

      Realistically, everyone is a negotiator to some extent. Negotiations are essential—and unavoidable—parts of life.

      When U.S. diplomats engage in talks with Middle Eastern government officials, with a goal of obtaining a mutual agreement to limit or stall nuclear arms development, this sharply focused talk between both governments is a negotiation.

      When two corporate leaders representing their respective corporations sit together and discuss the terms of their separate companies merging into one singularly named corporation, this merger dialogue between the two parties is a negotiation.

      When a husband wants to sit and watch the football game at the same time that his wife wants him to drive her to the store, usually the ultimate decision is the result of their engaging in some kind of negotiation.

      Everyone negotiates some element of life on an ongoing basis. Many of our desires are obtained through the art of negotiation.

      Two way communications between two opposite sides in the negotiation process, formal or informal, empowers the achievement of desired goals.

      In reality, people differ in the way they engage in negotiations.

      In small claims court, the presiding judge almost always instruct the defendant and the plaintiff to make a serious effort to arrive at a mutual agreement that will satisfy their differences through the negotiation process, before insisting that the judge needs to hear and settle their case for them.

      Hard vs. Soft

      In many cases, people see themselves in an awkward position. They feel that there are only two ways available for them to negotiate; the hard or the soft negotiation approach.

      A negotiator adopting the soft approach usually wants to avoid personal conflict and is willing to sacrifice concessions right away to help arrive at an agreement quickly and painlessly.

      A negotiator who adopts the hard approach sees the imminent situation as a contest and assumes that this approach keeps him in the game longer and increases his chances of winning.

      In most cases, however, the hardnosed negotiation strategy results in reciprocity. The other party comes back with the same hard approach, prolonging the existing conflict and jeopardizing their relationship. Maintaining good relationships with the opposite side of the negotiation is crucial.

      Fortunately, there is a happy medium to negotiation that is neither soft nor hard. This method takes willingness to negotiation into account, helping both parties get what they want while maintaining respect and dignity.

      The Harvard Method

      The Harvard Method introduces a third way of negotiations that combines both hard and soft approaches.

      This method, developed at Harvard University, is one of principled negotiation that helps people make arguments based on merits instead of haggling.

      The focus of the Harvard Method is to listen to each side’s statements as to what each party claims they will or will not do. The method is hard on the merits and soft on the parties.

      Principles Negotiation implies that party’s look for mutual gains whenever possible. In the event of conflicts of interest, parties may insist that negotiation results be based on an agreed-upon standard that is independent and unbiased.

      In the interest of fair and unbiased play, the Harvard Method embraces no tricks and doesn’t allow for posturing. It allows parties to be fair negotiators while providing protection against parties who may try to take advantage of the opposition’s fairness.

      Ostensibly, principled negotiation is a method that can be used by government dignitaries, diplomats and the like when negotiating strategic arms limitations, slowing or halting nuclear weapons buildups with First World nations or developing countries.

      Large corporations and even ordinary married couples can settle their differences using the Harvard Method of principled negotiation to arrive at mutually agreeable outcomes.

      Negotiations vary, however, the core of negotiations do not change.

      The Harvard Method of principled negotiation can be applied in both single and multiple issue conflicts. Adopters need neither special skills nor preferences between hard or soft negotiation styles. Principled Negotiations provide equal protection to both parties and can be viewed as all purpose strategies.

      This operating strategy does not become more difficult when the other party becomes increasingly adept, also. The Harvard Method becomes easier to use when both sides negotiate based on the same principles.

      Chapter 1

      Progressive Negotiation Tactics

      The Win-Win Concept

      Win-Win

      • Strike a deal that’s a winner for both you and the party you’re negotiating with

      • Both parties must be in favor of the deal

      Negotiation is a vital skill to have in business. For many people, negotiating is a difficult task and many struggle with the art of negotiation. The Win-Win concept can help ordinary people become stellar negotiators.

      When negotiating, we must always consider the other party’s situation as well as ours. If you can strike a deal that’s a winner for both parties, you’re on the right track. With that said, you must always focus on forming a relationship that works out for both you and the party you’re trying to negotiate with. If it’s a winner for you and a winner for the other party, there’s no reason a deal can’t be formed.

      When you make an offer, make sure the offer favors the other person’s needs. Make sure there’s an assurance on both sides and always

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