Dovetailing in Negotiations.

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!

Please feel free to visit our bilingual (English & Spanish) web page:

http://www.brownlee-associates.com

 

© Brownlee & Associates, Madrid, Spain, 1999. All rights reserved. This material may not be copied, translated or reproduced in any form without the prior written consent of Brownlee & Associates.

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About ianbrownlee

Ian Brownlee, the founder of Brownlee & Associates has been actively involved in the field of interpersonal & transcultural communication since 1977. He has worked in universities and companies in the following countries: Laos, Thailand, Hong Kong, Korea, Japan, Singapore, Saudi Arabia, France, Italy, England, The United States of America & Spain, as a teacher, university lecturer, trainer, researcher & consultant. In addition, his experience in living in these countries, and studying the language & communication and interaction styles of each has aided him in reaching a real understanding of intercultural and transcultural differences and how to resolve them. Ian Brownlee has various masters degrees from British Universities: One in Linguistics & Teaching English Overseas from Manchester University, one in Training & Development with a specialization in the area of Communication and Adult learning awarded by the University of Sheffield. He has also gained professional qualifications in Psychotherapy & Hypnotherapy from various professional organizations. During his university career he has also studied elements of Sociology, Organizational psychology, Educational psychology, Psycholinguistics and Kinesics. He is a licensed Practitioner, Master Practitioner, and Master Trainer in NLP. as well as being a trainer in Ericksonian Hypnosis. He is a member of a wide range of professional organizations involved in Training, Applied Psychology, Hypnotherapy & Ericksonian Hypnosis, Psychotherapy, Interpersonal Communication & Cross-cultural Communication. He is also recognized by the Program on Negotiation, Harvard University, as a Negotiation Skills Trainer & Mediator and has been a collaborator on various projects with the program, and as such is in great demand as a negotiation consultant for some of the largest multinationals operating worldwide. His wide experience gained in multinational organizations in positions such as Director of Training, Communications Consultant and Negotiator / Mediator has helped many people to learn and apply new methods of negotiating skills and advanced communication techniques both in their private and professional lives. He has published various articles & books related to the field of interpersonal communication and he is the author of all the courses taught by Brownlee & Associates. He has lived and worked in Spain since 1985, initially as a trainer / Special Assistant in a multinational pharmaceutical company and then as the Training Manager for a multinational company involved in Clinical Analysis & Nuclear Medicine. Brownlee & Associates was formed in 1991 and currently has a small, highly-trained staff. While based in Madrid, courses are given world-wide either in English or Spanish. Brownlee & Associates currently work with leading international companies in the areas of pharmaceuticals , Information systems, luxury products, food & beverages, etc.
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