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Peter Barron Stark
President
Peter specializes in
training leaders, sales professionals and procurement specialists in the
art of negotiation.
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Peter Barron Stark
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11417 W. Bernardo Ct.
San Diego, CA 92127
Phone: 877.727.6468
Phone: 858.451.3601
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Are your
negotiators achieving successful results?
Peter's
clients are!
When negotiating, you will be
dealing with one of three classic types of counterparts: sharks, carp,
or dolphins. Each type has a different pattern and style of negotiating
and makes different responses to your moves. This week we
introduce you to:
| The Shark |
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When asked, most people will
agree they have negotiated with a shark at one time or another. Sharks
are the ones with the sharp teeth who are blinded by the attitude that
there must be a winner and a loser in every negotiation. Sharks believe
in scarcity, so they want to get as much as they can in every case,
regardless of the cost. They feel they are entitled to do absolutely
anything to ensure they don’t come out of the negotiation as the loser.
When negotiating, the sharks’
basic nature is to take over or trade off. Their primary goal is to beat
their counterparts at all costs, but if the sharks’ efforts to win are
thwarted, they will resort to a more friendly trade-off strategy. Sharks
feel comfortable only when they are in total control, and one of their
specialties is to force counterparts to play the sharks’ game by using
crises to cause confusion. A second characteristic of sharks is to
assume that they always have the best possible solution to a
negotiation. Sharks have a desperate need to be right 100 percent of the
time and will go to any extreme to cover up their failures. Because
sharks will even lie to hide their shortcomings, you constantly need to
be on guard when negotiating with them. One slip and you will be eaten
alive!
The overwhelming reason it is so
difficult to negotiate with sharks is that they lack the ability to use
creative strategies. When their takeover strategy fails, they become
even more focused on “the kill.” Instead of trying a different strategy,
they simply do more of the same, often at a louder, more intense level.
Sharks cannot act otherwise, because they are determined to win at all
costs, even when going up against the steepest odds.
Sharks have only two methods of
dealing with any negotiation. They are unable or unwilling to try
anything different or learn from their mistakes. Their attitude of
scarcity dictates their actions and reactions.
If you are a shark, you know
that when your style works, it is at the expense of your counterpart,
who may feel crippled and resentful. Leaving “kills” in your wake is not
in your best long-term professional interest.
How a Shark thinks:
• They live in a world of scarcity
• It is important to win at all costs
• It is vital to focus on the kill.” Victory is all important.
How to deal with a Shark:
With Sharks, the best strategy
is to get closer to them. Don't ever back away. Sharks have less
strategies and tactics than the average negotiator because the few they
do have work so well. When bitten by a shark, most people give in and
get out.
Strategy Number One: Get closer to the shark and address the
behavior. For example, if a shark yelled at you and pounded their fist
on the table you might respond, "George, most people do not feel a need
to yell at me to get their point across. You do and I was curious as to
why you need to yell." A second strategy might be, "George, most people
get intimidated when you yell at them. Just between you and me, I need
you to know something. Your yelling actually excites me. I love working
with people who have passion."
Strategy Number Two: When a shark takes a bite out of you and
changes the deal, make sure you trade off or take away something you
have already agreed to. When you take something away from a shark, it
takes 100 percent of their energy and focuses it on trying to get back
what you took away. That focus is better than having a shark try to take
another bite out of you or another cookie off your plate which is what
sharks are pre-programmed to do.
Strategy Number Three: Put safeguards in place. This way, when a
shark changes the deal or does not fulfill their promises, the
safeguards will dictate the next steps that need to be taken. For
example, you could tell a shark, "If you sign the contract by Friday,
the price is $1000.00. After the first of the month, the price becomes
$1250.00."
( The Strategy of the
Dolphin, Dudley Lynch and Paul L. Kordis)
Dear Master Negotiator,
What are your suggestions for negotiating legal bills
that are way too high?
Sincerely,
W.E.
Dear W.E.,
When legal bills are way too
high, there are two tactics we have seen work extremely well. First, ask
for estimates of the legal expense, per project, prior to the beginning
of the project. Just the fact that you ask up front, makes law firms
more focused on doing the job in the most cost effective manner.
Second, we highly recommend the
power of competition. Build a relationship with a second firm that you
can obtain estimates for legal work and pass along some jobs to the
second firm to complete. There is nothing in the business of negotiation
more powerful than the power of competition.
Best Wishes for success,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to
info@everyonenegotiates.com. If your challenge gets
published, we'll send you an autographed copy of The Only
Negotiating Guide You'll Ever Need, by Peter Stark and Jane
Flaherty ($14.95 retail) WOW!!
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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