BLOG CATEGORY April 8, 2021

Face Negotiation Theory

Negotiation is a vast topic, with many definitions and approaches. We at KARRASS have fine-tuned a set of strategies and techniques presented in our Effective Negotiating^® programs. But we also like to stay current on other research-based approaches, such as “Face-Negotiation Theory.”

Face-Negotiation Theory was conceived in an effort to better understand how people from various cultures manage negotiations. According to the research of Stella Ting-Toomey, if someone feels that their self-image is being attacked they will shut down and/or immediately try to save face, regardless of their cultural background. This is a universal truth.

Based on this fact, how can you ensure that you are not inadvertently undermining someone's self image during negotiation? The simple exercise of putting yourself in their shoes is a direct way to achieve this.

HOW TO PUT YOURSELF IN ANOTHER PERSON’S SHOES

The next time you are in a business or social negotiation, ask yourself three simple questions.

1. What decision do I realistically want the buyer or seller to make?

2. Why has he or she not already made that decision?

3. What action can I take that would make it easier for the buyer or seller to make the decision I would like him or her to make?

These questions will help you think more constructively about your own actions and how they relate to the decision-making process of the other person.

By showing the other person that you value their side of the negotiation, and that your counter-proposals are not personal attacks, the chances of success on both sides will increase.

PUT YOURSELF IN MY SHOES

According to Dr. Karrass, a great way to get someone to think about your position is to simply ask. In his book “Give and Take” Dr. Karrass writes:

“I like to get other people to put themselves in my position. It gets them involved. They begin to get a picture of my range of alternatives and my limitations. If I do this with discretion, they become less sure of getting my business and more likely to come up with a better price.

It’s a nice way to tell them what I want to tell them. Try it. Just say to them, “Put yourself in my shoes.” You will be pleasantly surprised at how often the shoes fit.”

On both sides, understanding the other party’s issues is key to forward progress in a negotiation. These and many other techniques will help you stay focused on great outcomes.

KARRASS NEGOTIATION TRAINING

Chances are you know someone (or negotiate with someone) who has learned to be a better negotiator with KARRASS. More than 1,000,000 businesspeople have attended KARRASS seminars all over the world.

To learn more about the KARRASS Effective Negotiating^® programs, CLICK HERE. For a complete list of upcoming seminars, both IN PERSON and LIVE ONLINE, CLICK HERE