Need
Need is one factor that can negatively impact the negotiation process – need in the sense of being too needy. Often, need equals desperation. Most people are very intuitive and can sense neediness and vulnerability right away. To put it bluntly, neediness makes you look and act weak. You are not in a position to gain a win-win solution when you are not on an equal or level playing field.
In my marriage, Mary Beth often comments she likes it when I speak up and tell her what I do, and what I do not, want (in fact, she is actually attracted to this). She responds very positively to my lack of neediness and admires my self confidence. From there, we can sort through all of the choices and agree to a set of options that work for both of us.
Time creates another form of a need that can be detrimental to your negotiation success. Time, or the lack of time, may cause you to rush through the process – pushing for a successful outcome rather than earning it or waiting for it.
Step back and recalibrate. Consider modifying your timeline based on your own criteria – not someone else’s. Make the necessary adjustments to mitigate the risk of having to be constrained by time. You may find it’s not really about time after all; it’s more about your desire to want it now!
Perhaps the most important aspect of controlling need is articulated in this simple statement: Remember, you want the deal, you don’t need the deal.
A need is very different from a want. A need is essential for existence, such as air, water, food and shelter – all needs. A want is completely different. A want is something you would like to have, but can live without. Keep this important distinction in mind when negotiating.
- See more at: http://www.thebridgemaker.com/how-to-improve-your-negotiation-skills/#sthash.rkv2NjjW.dpuf