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Elegant Negotiables

 

Disciplines > Negotiation > Negotiation articles > Elegant Negotiables

Description | Examples | Discussion | See also

 

Description

Elegant negotiables are those things that you can give away or concede to the other side that are of lower value to you but of higher value to them.

Knowing how much a person values the things they may trade is very useful as this affects their decision as to their worth.

The danger with elegant negotiables is that you may give them away without realizing that you can use them to get something valuable in exchange. This is one reason why you should do lots of listening before diving into making trades. 

Examples

I have grown more potatoes than I need. My friend has grown more beans than she needs. So we exchange potatoes for beans and both are happy.

A negotiator reviews their own items for exchange or concession in terms of the value to others in comparison with the value to self. Those that have a high ratio of other-to-self value are used for critical exchanges.

Discussion

One of the basic principles of a marketplace is barter, where people give away things they do not need in exchange for things that they do need. This is the key to an elegant, agreeable negotiation.

Negotiation discussions may include conversations about the worth of things where each seeks to hide how much they value what the other person has in order to knock down its price. If the other person does not value that thing and thinks you do not value it highly, then they may well trade it away to you in exchange for something of lower value to you.

In a competitive negotiation, a person hence seeks to get the best value in return for the most elegant negotiables they have. They also seek to hide how they value what the other person has to offer in order to get the best exchange.

In a collaborative negotiation, both people are more open about what they have and what they value, seeking to sustain the relationship while each gets good value in the exchange.

See also

Log-rolling

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