Q & A Table of Contents
If The Relationship Is Not Important, Why Be Civilized?
From: Warren, Edmonton, Canada
Question: In some instances you are confronted with the situation where the
future of the relationship is of no importance. In this case I assume that
most people would resort to competitive bargaining. But what makes an
effective competitive bargainer???
Response: 'Competitive bargainer' is a genteel way of referring to someone
who says, 'My way or the highway!'.
It may not be wise to assume that if the relationship is not important,
people will necessarily become competitive bargainers. Negotiators who do
not care about the relationship need to consider the impact of the
negotiation process on their reputation and the long-term implementation of
the agreement. Thus, falling back on competitive bargaining may be like
shooting yourself in the foot.
However, if you're offered a Rolex watch for five dollars by a sidewalk
vendor, you may figure that since you've got virtually nothing to lose,
responding with a much lower price (bargaining competitively) may be
appropriate. After all, in this situation, if you don't like the deal you
can walk away.
Walking away is the simplest tactic in competitive bargaining. But one
needs to have someplace to which to walk. . .
If you dig in your heels and say 'You can't budge me from my position,'
should you ultimately change that position you may lose face. A person with
a reputation as a competitive bargainer may find that skilled negotiators
may not want to deal with him/her.
So even though the relationship with the 'other side' may be
inconsequential, your relationship with yourself should not be ignored.
Have fun with the process.
Steve
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