One element often overlooked in negotiations is that of Dovetailing:
Finding something that is LOW cost for you and HIGH value for your
interlocutor or HIGH value for you and LOW cost for them.
A real example of this has been illustrated a few years ago by a Spanish
company that discovered that a great number of employees had
expensive mortgages so they negotiated with their bank to obtain
mortgages at very low rates & preferential treatment for their employees.
The dovetail was: The employees paid much less money every month to
their banks and therefore had more disposable income (high value for
the employees & unions) and in the annual pay talks the company was
able to settle for a very low or zero salary & benefits increase
(negotiating with the bank was low cost for the company). As a
negotiator & negotiation trainer, I see examples of this every day. In
every negotiation it is possible to find dovetail elements, all it takes is
preparation, creativity and thinking outside the box. Try it!
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