How to Research a Contract

Video Transcript

Hello my name is Barry Payne on behalf of Expert Village. Hi! My name is Berry Payne and today we are going to be looking at the skills of negotiating that is to say one of the things that top negotiator's do which actually optimize their results. Now I have been interested in this subject for over thirty years and I have found that many of the books with training programs contain advice to people which when you look at it more closely, actually there is no advice to show that it works in reality. So what we did was to try to get some hard facts in this subject. We found that fifty-six of the worlds top negotiators in over a four year period and observed them in a hundred and nineteen planning and negotiating sessions. We compared their behavior with the behavior of forty negotiators who are on the average, as a result in that a multiply defect in negotiating emerged upon which you can relay. It’s hard and statistically significance as the texecs would say. In order to exist, negotiating has to involve some factors. One is scarcity. If you were sitting with six friends in a room, chairs would not be a subjects to negotiating even if you were watching a video for an hour and a half. However, if the six friends and only four chairs would very soon become subject for negotiating therefore scarcity is central to it. In business the two most important things are money and time. There is never enough of either of those and so they feature in most negotiations the second point is that you must have the power to vary the tons. There is no negotiation if you just have a fixed potion or let's say price or volume of what you want to buy. Both parties must have the flexibility to vary the tons the reason negotiating is very complex is it's a completed interaction is because corporation and conflict excite side by side in the same meeting. There is hope and disappointments.

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