"Negotiation is a rare skill. The skill lies in coping
with the stress which the process demands, and
knowing which behaviour is appropriate, and
"We do not get the best from negotiation
because of acombination of social conditioning,
ignorance,insecurity, egocentricity, sloth, anger
"The better you are at selling, the
chances are,the worse you are at negotiating."
Life is a negotiation. It cannot be escaped. We
can do it well or badly. The majority of us Westerners do it badly.
Most people believe that negotiation is compromise. It isn't. It is
getting the other guy to compromise.
Getting the other
guy to compromise concerns:
- Understanding who you are and what drives you; at what point
you would rather not have a deal.
- Understanding him; at what point he would rather not have a
- Developing attitudes which make the other person realise that,
if he wants a deal, he must compromise.
Learning skills which make it unnecessary to compromise oneself
while recognising the possibility of compromise in the other person.
The Workshop In Negotiating Skills (WINS) originated in the
USA during the 1960s, designed for IBM's purchasing
department. Having been applied in financial, banking,
manufacturing and retail sectors by thousands of participants, WINS
is widely regarded as the most powerful and effective commercial
negotiating course available.
Please note: in the text, the
terms "he", "his", "him" and "the other guy" refer equally well to
women as to men.
In fact, our experience has demonstrated that women are generally
better negotiators than men. The very best women negotiators
will have realised that the above note is unimportant.