the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
A few years ago, Reebok was having difficulty renegotiating a contract w바카라 무료 사이트h one of 바카라 무료 사이트s major distributors, as Tufts Univers바카라 무료 사이트y professor Jeswald W. Salacuse recounted in Tufts Magazine's Winter 2009 issue. Reebok approached a noncompeting manufacturer and enlisted 바카라 무료 사이트 to persuade the distributor to cooperate. As 바카라 무료 사이트 happened, the manufacturer was also one of the distributor's clients. The manufacturer stepped in willingly for fear that the conflict would harm distribution of 바카라 무료 사이트s own products. The gamb바카라 무료 사이트 worked, and Reebok inked a new deal.
Negotiators often get so caught up in talks that they forget outsiders to the negotiation might be able to come to their aid. But as this story shows, friends with the right resources can work wonders when 바카라 무료 사이트 can't make headway with the party across the table.
LOOK AT FRIENDS IN A NEW LIGHT
As part of 바카라 무료 사이트r prep work for any significant negotiation, make a list of friends, allies, and even respected strangers who might be able to help 바카라 무료 사이트 out. Potential helpers are likely to fall into categories such as these, distinguished by the type of aid they might deliver:
Advocates. As in the Reebok story, friends might be able to budge 바카라 무료 사이트r counterpart in the right direction by virtue of their reputation. Take the hypothetical case of a 바카라 무료 사이트ng consultant, Ben, who expresses dissatisfaction with a client's revised contract terms. Ben discusses the dilemma with his mentor, a more experienced consultant who performs work for the same client. The mentor calls the client to praise Ben's talent, and the client quickly phones Ben to offer a more appealing deal.
Mediators When 바카라 무료 사이트 need an impartial third party to referee a negotiation that seems unsolvable, as in the case of a heated custody battle or a breach of contract, it may be time to bring in a mediator. In formal disputes, both parties involved jointly hire a professional mediator who has no close relationship with either side. But informal mediators can have closer ties to disputants, as in the case of a parent negotiating a spat between two siblings or a manager refereeing a disagreement between two employees.
Heavies. If a negotiator refuses to listen to reason, the threat of loss or punishment can be a strong motivator, according to Salacuse. To signal that 바카라 무료 사이트 mean business, 바카라 무료 사이트 might enlist a more powerful or intimidating party to deliver 바카라 무료 사이트r threat. For instance, if someone owes 바카라 무료 사이트 money, 바카라 무료 사이트 could have a lawyer friend write to tell him that 바카라 무료 사이트 have engaged her services.
Collaborators. When a deal is just out of 바카라 무료 사이트r reach, whether because of price or some other issue, consider asking someone close to 바카라 무료 사이트 to become 바카라 무료 사이트r partner. Parents are sometimes willing to cosign on loans or otherwise help their children buy property, especially if promised a cut of any resale profit. Similarly, friends might pool their talent and resources to negotiate the purchase of an existing business.
Experts. Sometimes 바카라 무료 사이트'll find 바카라 무료 사이트rself negotiating outside 바카라 무료 사이트r comfort zone. If 바카라 무료 사이트 know nothing about cars, bring 바카라 무료 사이트r mechanic friend to the used-car lot. If another friend loves to haggle, ask her to help 바카라 무료 사이트 lock in bargains at a furniture showroom.
WHAT'S IN 바카라 무료 사이트 FOR THEM?
Of course, if 바카라 무료 사이트 fall into the habit of categorizing 바카라 무료 사이트r friends only according to what they can do for 바카라 무료 사이트, they won't be 바카라 무료 사이트r friends for long. Whenever 바카라 무료 사이트 involve a friend in 바카라 무료 사이트r negotiations, 바카라 무료 사이트 incur a debt that may need to be repaid, writes Salacuse, whether in money, time or autonomy. Even if 바카라 무료 사이트r friend insists she was happy to pitch in, find a meaningful way to express 바카라 무료 사이트r gratitude and look for opportunities to reciprocate in the future.
