{"id":381865,"date":"2010-03-02T15:10:21","date_gmt":"2010-03-02T20:10:21","guid":{"rendered":"http:\/\/www.pon.harvard.edu\/?p=10296"},"modified":"2010-03-02T15:10:21","modified_gmt":"2010-03-02T20:10:21","slug":"understand-your-counterpart%e2%80%99s-incentives","status":"publish","type":"post","link":"https:\/\/mereja.media\/index\/381865","title":{"rendered":"Understand your counterpart\u2019s incentives"},"content":{"rendered":"<p><em>Adapted from \u201cView Your Counterpart as an Agent,\u201d first published in the <a href=\"http:\/\/www.pon.harvard.edu\/tag\/negotiation\/\">Negotiation<\/a> newsletter. <\/em><\/p>\n<p>Looking for yet another way to build your power at the negotiating table? Examine the incentives of your counterpart\u2014and then consider whether they align with those of the group she represents.<br \/>\nIn most <a href=\"http:\/\/www.pon.harvard.edu\/tag\/business-negotiation\/\">business negotiation<\/a>s, notes Harvard professor <a href=\"http:\/\/www.pon.harvard.edu\/tag\/guhan-subramanian\/\">Guhan Subramanian<\/a>, your counterpart is acting as her organization\u2019s rep\u00acresentative, or agent (just as you\u2019re acting as your organization\u2019s agent). Her <a href=\"http:\/\/www.pon.harvard.edu\/tag\/interests\/\">interests<\/a> are thus unlikely to be perfectly aligned with those of her organization. A sales representative may be rewarded based solely on the sales volume she generates, yet her organization likely has other concerns, such as the quality of her decisions and her ability to manage relationships.<br \/>\nYou can enhance your power by probing such agency issues. Subra\u00acmanian recommends that you ask yourself questions such as these before you negotiate:<\/p>\n<ul>\n<li>How is the negotiator across the table compensated?<\/li>\n<li>How long has she worked for her organization?<\/li>\n<li>What are her long-term career goals?<\/li>\n<\/ul>\n<p>By differentiating your counterpart\u2019s interests from those of her orga\u00acnization, you could find opportunities to enhance your power. If you learn that your counterpart is desperate to close a deal and move on to the next one, for instance, she may be willing to take a lower price than she has claimed.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Adapted from \u201cView Your Counterpart as an Agent,\u201d first published in the Negotiation newsletter. Looking for yet another way to build your power at the negotiating table? Examine the incentives of your counterpart\u2014and then consider whether they align with those of the group she represents. In most business negotiations, notes Harvard professor Guhan Subramanian, your [&hellip;]<\/p>\n","protected":false},"author":4300,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-381865","post","type-post","status-publish","format-standard","hentry","category-news"],"_links":{"self":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/381865","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/users\/4300"}],"replies":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/comments?post=381865"}],"version-history":[{"count":0,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/381865\/revisions"}],"wp:attachment":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/media?parent=381865"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/categories?post=381865"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/tags?post=381865"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}