“Don’t negotiate out of fear but don’t fear to negotiate”
-John F. Kennedy-
-John F. Kennedy-
Negotiation experts use intel, awareness and self-control to identify what the Zones of Possible Agreements “ZOPAs” and Best Alternatives are to Negotiated Agreements “BATANAs” before employing Emotional Intelligence and strategic thinking to move the wills towards a desired outcome.
Are you getting emotional in the process? Do you govern your body-language and make informed decisions? Are you aware to what authority each party has? Do you consider when, with whom and or how to use Integrative and or Distributed approaches? Are you always clear on what your Reservation Price is? Is multi party-negotiation within your aptitude?
Do you use creativity enough to remove obstacles, create meaningful value and or improve opportunity? Is integrity a factor you consider and use to establish confidence and or trust? Are you listening and or observing sufficiently to study your counterparty? Is a “gut feeling” within your consideration? Do you recognize that a no-deal may be a possible BATANA for you?
How diligent are you in establishing the proper conditions to facilitate effective negotiations? Are you disciplined enough not to enter into a negotiation when you are not ready emotionally, physically and or professionally?
I apply all of the formerly mentioned questions and other considerations prior to, during and after every negotiation to improve performance as part of my never-ending learning curve.
Explore synergy, manage risk and focus on what you want to achieve. Get to know your counterparty’s ZOPAS, BATANAS, Reservation Price and more. Don’t consider it a success until after the arrangement is formalized as permitted in the applicable Jurisdiction. Treat all parties with respect and never make your final decision until after you are sure you are ready to decide.
Most importantly, manage pressure and enjoy the process as part of your ongoing capacitation towards a better you.
Daniel Portnoy
President & CEO
Capex-World Corp.
In accordance with the terms and conditions of this website, you may comment and or share matters with us that you would like us to attend to and are relevant to what we do. Should you want to comment and or have identified an error, please contact us via info@capex-world.com. On a best effort basis, we will attempt to consider your request and on selected occasions we will consider posting your independent Bulletin, if any.
Thank you
Daniel Portnoy
President & CEO
of Capex World Corp.