Using Standards in Negotiation - Business Negotiation Services

One of the items in the negotiation I described last week was using standards in a negotiation.? Standards are?the beliefs of a?company or person and are the guiding principles for the company and its employees.? They might be part of a mission statement, a letter to customers stated in a brochure that is available to the public or more importantly on a company?s website. They may be lofty or specific.? For example one hotel chain promises you a great stay or they will fix it.? Another picked from a leading consumer products company states: ?We will provide branded products and services of superior quality and value that improve the lives of the world?s consumers, now and for generations to come.?

How can standards help you in a negotiation?? Are they are proposing something that is outside their standards?? One way to disagree with the other party and to push your point is to ask them how their action or position fits in their standards.? If they are arguing company policy and it is contrary to their standards, you can point this out.? Citing standards are particularly good if you are not getting what you paid for and you want it corrected. ?

For instance, my wife and I took a trip to Ireland and one night we splurged and booked a stay at a very exclusive hotel and each got a massage.? Little know to us, the hotel was renovating and the spa was not fully operable.? I was escorted to a hotel room upstairs and got my massage leaning back on a chair.??It was most uncomfortable.? Rather than leaving relaxed I was tense and agitated.? I went to the spa manager and asked for a refund.? She did not want to to do this since services had been provided.? I explained to her that it was not a luxurious experience in a relaxing atmosphere as stated in their brochure and that I did not get to enjoy all of the amenities that they advertised and it was not even a good massage.? I also mentioned that it was not up to the standards of a five star hotel and spa as they claimed to be.? Needless to say when confronted with their written standards, I got a refund and the massage was not on my bill.

?Just as using a neutral party to help you in negotiations, standards are signposts that show the way to furthering your position.? Standards are easy to find.? There are books of standards for the automotive, electrical, and engineering fields.? Something not wired properly, look at the Underwriters Laboratory standards.? There are also similar Canadian and international versions also.? Is there a problem with the construction of your house?? A lot of builders employ industry standards on how and when they will make repairs.? For instance a crack in cement may be acceptable at one-eighth of an inch and fixable at three-sixteenths or a quarter inch.

Using standards in negotiation is a good way to make or strengthen your point and convince the other party that your position is the better solution.

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