6 June 2011
THE FINE ART OF NEGOTIATIONS
It consists of :
· Give and Take / Compromise
You win some – you lose some. Agreement cannot be entirely on your own terms.
· Face Saving Formula / A Win-Win Situation
No party must feel having “ lost – out “
· Deal with Devil / Never walk-out
You don’t decide who shall represent opposite party
· Red Herring
Some demands get included in a “ Charter of Demands “, only to divert your attention. These always get dropped later.
· Negotiate / Negotiate / Negotiate
You cannot adopt a “ Take it or Leave it “ attitude
· Don’t be in a hurry to settle
If you exhibit a sense of extreme urgency, it will be treated as your weakness and taken advantage of.
· Never give an empty threat
Opposite party may call your bluff !
· Never say “ Never “ !
You may have to eat your words.
· Do not go public
Never reveal what is shared with you in “confidence“
My request to Baba Ramdev / Anna Hazare and Kapil Sibal :
Points listed above form the corner-stone of “ Negotiating in Good Faith “. Personal prestige has no place in it. Only the larger interest of your constituency counts.
My question to Kapil Sibal :
You can arrest Baba Ramdev. How will you arrest people’s anger? Even military dictators of middle-east could not !
With regards
HEMEN PAREKH
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