Never Negotiate Piecemeal. Here’s Why


56 bookmarks. First posted by orlick march 2012.


RT : A timeless post from "Never Negotiate Piecemeal. Here’s Why"
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june 2014 by pslohmann
A timeless post from "Never Negotiate Piecemeal. Here’s Why"
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june 2014 by wallrat
Never Negotiate Piecemeal. Here’s Why
from twitter
april 2012 by mhulme
Like the problem solver I had been trained as in my software development days, I parsed his issue. I saw where he was coming from and from our side why our ask was what it was. I talked too much. I looked for middle ground. He talked too much. He haggled with me. We both felt good. And smart. We agreed a compromise. Then on to the next issue.

Our list was long. 15 or 20 points.

We worked through the first 4 or 5. Stuart is not a patient man. And never mind that I was the CEO, his frustration with me was visible. He found a good excuse for a break and pulled me aside.

“Mark, you need to stop negotiating point-by-point.

Our goal here isn’t to have a negotiation line-by-line. We want to know what all of their issues are first. You’re compromising on each point and that makes no sense.

Let’s get all of their issues on the table. Let’s then convene privately and rank the issues we care about and which we don’t.
negotiation  from delicious
march 2012 by ramitsethi
When I started my first tech company in 1999 I had pretty good tech chops and had led teams but had very little exposure to many other things that matter in a startup including sales, marketing…
from readability
march 2012 by al3x
Never Negotiate Piecemeal. Here’s Why
businessdevelopment  negotiation  via:zite  from delicious
march 2012 by cgranier
Yet again writes an insightful must-read post for entrepreneurs, this time about negotiation:
from twitter
march 2012 by mikeschinkel
'“Mark, you need to stop negotiating point-by-point. Our goal here isn’t to have a negotiation line-by-line. We want to know what all of their issues are first. You’re compromising on each point and that makes no sense. Let’s get all of their issues on the table. Let’s then convene privately and rank the issues we care about and which we don’t. Let’s be very flexible on the issues that are at the bottom of our rank and they might really care about. Let’s dig in our heels on the issues we care most about. We can trade compromises on issues that aren’t as important to us in exchange for not budging at all on our most important points. If you negotiate piecemeal you end up compromising on everything.” -- Corporate lawyers know better. They’re used to negotiating long agreements. Their modus operandi is, “send us all your comments by marking up our entire document.” The problem with negotiating piecemeal as Stuart taught me is that you trade on every item. You don’t prioritize the issues which you really care about. If you don’t want to give a millimeter on one item you have a hard time doing that point-by-point. Done as a “package deal” you can say, “I gave in on these 5 issues that you asked for. On this issue I can’t give.” That’s much harder to pull off piecemeal. Piecemeal you might be reasonable in your negotiation on each of those first 5 issues as each came up. You found middle ground on each of them. When the 6th point comes us – the one you really care about – you’ve lost your leverage.'
negotiation 
march 2012 by adamcrowe
“Mark, you need to stop negotiating point-by-point.

Our goal here isn’t to have a negotiation line-by-line. We want to know what all of their issues are first. You’re compromising on each point and that makes no sense.

Let’s get all of their issues on the table. Let’s then convene privately and rank the issues we care about and which we don’t. 

Let’s be very flexible on the issues that are at the bottom of our rank and they might really care about. Let’s dig in our heels on the issues we care most about. We can trade compromises on issues that aren’t as important to us in exchange for not budging at all on our most important points.

If you negotiate piecemeal you end up compromising on everything. That’s not very smart.”
negotiation 
march 2012 by sachitgupta
Good article on Negotiating:
from twitter
march 2012 by joshkerr
Never Negotiate Piecemeal. Here’s Why (via Instapaper)
from twitter
march 2012 by prenagha
When I started my first tech company in 1999 I had pretty good tech chops and had led teams but had very little exposure to many other things that matter in a startup including sales, marketing…
from readability
march 2012 by dlo
Negotiation is about global optimization, not local:
from twitter
march 2012 by avi
@robgo: Missed this excellent post on negotiations basics from @msuster http://t.co/Uh6LNab6
ifttt  twitter  favorites 
march 2012 by bgrasberger
As unpleasant as people find the thought of it – life is a negotiation. And no life is more of a constant negotiation than that of an entrepreneur.

And most of us start with zero training.

One of the big mistakes I used to make (and still sometimes do, frankly) was to negotiate piecemeal. I think it actually comes naturally to the uninitiated and it’s suboptimal.

Luckily I had my colleague and still dear friend Stuart Lander to sort me out. He was a recovering lawyer and has now become a startup operator extraordinaire. His lawyerly training has helped him become an excellent negotiator. Negotiating is part of the training as a corporate lawyer and why you should never negotiate against lawyers unless you yourself have one present.

When Stuart and I first started working together he had just joined the company as a junior business development professional. It was his first job after giving up the well-paid lawyerly career for a low-paying roller coaster ride of a startup. You can imagine how his proud Jewish parents felt about his giving up a job as a lawyer. I wonder if they’ve ever forgiven me?
Startup  Verhandlungsgeschick  Verhandlungstaktik  Verhandlungsstrategie 
march 2012 by snearch