Quick Picks: Common Ground in Contract Negotiation
 
Sign In Sign Up — It's Free!

Common Ground in Contract Negotiation

Viewing videos requires the latest version of Adobe's Flash Player.
Get the latest Flash player.
Showing 1-5

Part of the video series: Contract Negotiation Tips

left_arrow right_arrow
Add to My Playlist What is a playlist?

Summary: Contract negotiations go a lot smoother if the two parties can find common ground. Get tips from an expert on how to do this in a free negotiating video clip.

Views: 804 | Tags: personal, business, job, budget, search, planning, contract, finance, raise, negotiation, salary, job search

Get the latest Flash player.
Email Video Add to Favorites
About the Expert

Barry Payne Barry Payne is a management consultant specializing in the behavioral aspects of management. He has worked in sales, marketing, personnel and planning roles ... read more

Hide Comments

Conversations About This Video

  • Comments
    (0 comments)
  • Questions & Answers
    (0 questions) (0 answers)
Be the first to comment on this video.
Have a question about this video topic? Ask our community members and let them share their knowledge with you!
Ask A Question

Video Transcript

Common Ground in Contract Negotiation

Hello, my name is Barry Payne and on behalf of Expert Village. In this planning section we are going to look at how skilled negotiators use the concept of common ground when they're planning a negotiation. What do I mean by common ground? You can think of a negotiation as two overlapping circles. Take a look at this model. You see there are five negotiable issues. Now item three is the common ground between both parties, for example, you might be on the selling side and you want a long term contract. The buying side also wants a long term contract. So here the objectives are that both parties are absolutely identical. Parts one and five are where the parties are far away and you are going to have some difficulty, perhaps getting those resolved. Those are going to be the tough ones. But many people planning immediately do the obvious which is to look at one and five and say how the hell are we going to handle that. Skilled people think differently about it. They talk much more as you see from the research figures about the things that they want and I want. You want a maintenance contract, you know the other party wants to sell you a maintenance contract. Now why do they do that? Now just think about it for a minute. If I know that you want something, I can actually charge you for it. You see, what they say under intense pressure is okay if you want number three, long term contract let's say, I'm prepared to give you your number three if you'll accept my number two. Now one for one in negotiating is seen as equitable. You've made significant progress without giving anything away at all. Now I'm not teaching tricks here. I'm not interested in tricks. I'm interested in skill. One for one is seen as equitable and it's a perfectly legitimate thing to do, the other party is happy. You might not get your number one today, but your a lot nearer to it.

Watch these related videos

Job Search Ads

Community Members who...

  • Favorited this Video
  • Rated This Video

Top Tags

advice answers applying for jobs budget build business career careers changing contract diy economy employment employtment finance finding hunting interview interviewing interviews job job hunting job search jobs market monster negotiation networking personal planning preparation preparing questions raise resume resumes salary search secrets skills stages techniques types work write writing
Check out what people are watching now
left_arrow right_arrow