Negotiating is an art, and many different professionals have differing stances when it comes to the best practices. According to recent research conducted by several researchers at a top business school*, a simple threat may be the best way to get counterparts to concede to demands.
The researchers found delivering an ultimatum to counterparts was more effective than negotiating with perceived anger. Students seeking a degree in business
can take away from this study some strong tactics that will help them with negotiations in the future.
“If I’m angry, I may say things I don’t mean, so my counterpart may believe I’m saying them in the heat of the moment,” said Margaret Neale, one of the lead researchers in the study. “The person who’s threatening appears more legitimate - it’s not someone just throwing a hissy fit.”
There are several mistakes that professionals can make in their negotiations. A recent article in the Wausau Daily Herald**, a news source in Wisconsin, outlined some strategies Stuart Diamond, negotiation expert and author of "Getting More," said to stay away from in discussions.
According to Diamond, professionals should not rush into negotiations; they must first build a strong relationship with their counterpart. It is also silly to assume that a counterpart will bring only rational arguments, which is another thing to prepare for.