Understanding our own personality is the first step when it comes to improving our negotiation techniques. Some people tend to be more trusting and some less trusting, some are more gullible than others, some are more confident and some less confident, some are extreme and others moderate, and some may be more likable than others (Karrass, 2010). Being a positive person and having high self-esteem has a very strong correlation with persuading others when trying to negotiate. Dr. Karrass wrote in his book, The Negotiation Game, the following: Individuals who have a good self-image initiate attempts to influence, reject influence and believe they are more influential than those who see themselves in a lesser light.” (Karrass, 2010).
To be able to understand our own personality and being able to develop the correct improvement plan, you can take a questionnaire such as the Personal Bargaining Inventory or the Communication Competence Scale Questionnaire in order to learn more about yourself (Lewicki, Barry, & Saunders, 2010). These types of questionnaires help you understand your own believes and values about the negotiation process. This ...
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...rs instead of leather. Since the dealership sees that you are willing to create that value for them as well, they might settle for the deal.
Finally, continue to learn from your experience. Work on your reflection cognitions. Reflect about how was your performance, how was your presentation, what you could have said or done better. Negotiation is a lifelong learning experience and the best negotiators always continue to learn from their past experiences (Lewicki, Barry, & Saunders, 2011). You have to think and reflect how to make a better deal next time.
In conclusion, negotiating is part of our life. We negotiate with family, friends, co-workers, and people in general. Becoming the best negotiator takes time and experience, but it also takes effort and dedication. Planning ahead and learning from previous experiences will always lead to a successful negotiation.
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