The Negotiator Magazine

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“Turn Objections into Concessions and Adversaries into Advocates in Corporate Negotiations”

Lisa Bracken

As unpleasant as they may be, objections are a natural part of the negotiation process. Likewise, in beginning a negotiation, both opposing participants may regard one another as bitter enemies. These realities can sabotage the tone of discussion and impart defensive assumptions. Recognizing an objection as an opportunity rather than perceiving it as an impasse, and positioning your adversary as your advocate can better prepare you for the subsequent task of structuring compromise, leading ultimately to successful negotiations.  

      This article reveals the inherent complexity of the objection and examines ways in which you can work more cooperatively with your adversary in creating mutual accord. 

Turning Objections into Concessions 

      When maneuvering a complex situation toward resolution, you may not always be able to state things simply. Unfortunately this can lead to complex reactions and complex objections while introducing unwarranted hostility and frustration. In order to reduce the likelihood of this kind of unnecessary reaction, simplify your statements by simplifying each controversial issue.  

 

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August 2006