Know Your Opponent's Position to Negotiate Successfully

Learn how to understand the position of both parties in a negotiation.

Stever Robbins
3-minute read
Episode #51

Today's topic is negotiating. The quick and dirty tip is to take the time to understand the other party's point of view and motivation when negotiating.

This morning, someone decided they wanted my domain. This seems to happen to me once every few years, which suggests I have fabulous taste in domain names. If you're looking for a domain for your new company, just ask me. I'll come up with a name so desirable that you'll spend the rest of your natural life in court defending yourself against domain thieves whose claws drip green with jealousy.

This guy was a real piece of work. He emailed telling me he wanted to buy the domain I use for my company's internal intranet. I said, "Not for sale. It's my intranet domain. If I were going to sell, it would be very expensive, since I'd have to revamp my whole company." He replied that it obviously wasn't in use by my company because there was no website there, and I shouldn't use such a dishonest negotiating tactic to justify asking for such a high price, and what is my real price, anyway?

Wow. What a great way to start a negotiation: Approach someone who has what you want. Ask them to propose a price instead of offering one, then call them a liar when they say they're not interested in selling. How much do you want to bet this guy's single? Here's him on a typical Saturday night: "Hey baby, my name's ... Stud. You're pretty hot. And even though I'm sure you're wearing tinted contacts, fake hair, and plastic surgery 'augmentation,' I'm willing to let you date me." Sheesh.

Consider Their Point of View

When you're going to romance anyone, think about things from their point of view first.


About the Author

Stever Robbins

Stever Robbins was the host of the podcast Get-it-Done Guy from 2007 to 2019. He is a graduate of W. Edward Deming’s Total Quality Management training program and a Certified Master Trainer Elite of NLP. He holds an MBA from the Harvard Business School and a BS in Computer Sciences from MIT.