Monday, March 11, 2013

The art of negotiation

Brynne is a fantastic negotiator.  When I make an offer, she is quick to counter with her own terms.  In working through the actual negotiation she is concise and clear with what she wants.
I don't make her wear a costume, but I have offered her door #2.
Unfortunately for her, she doesn't understand the basic principle.  Follow along here and see if you can find where she goes wrong.  Brynne in red, me in black.

Please finish your chicken.

I don't want to eat chicken, I just want a cookie.

If you eat two more pieces of chicken, then you can have your cookie.

No.  Three more pieces.  (She also holds up three fingers, just to make sure I see her terms).

You drive a hard bargain, but I agree to your demands.  If you eat three more pieces of chicken you can have a cookie.

Okay. 

She then eats her three bites of chicken and gets a cookie. 

For those of you not seeing what went wrong in her process, I'll shed a little light on the art of the negotiation.  Typically, when negotiating, the goal is to give up less in order to get what you want, or at the very least, get more for the same amount you're offering.

She could've asked for one bite of chicken to result in the receipt of a cookie.  Conversely, she could've asked for two cookies in exchange for two bites of chicken.

For now, I'll let her negotiate this way, but as soon as she starts dealing with a third party I'll step in and give her a lesson or two.

No comments: