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You don’t get what you deserve, you get what you negotiate!

How adaptable are you to changing targets when negotiating?

Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.

Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

1 Adaptability

If you go shooting and the target moves, do you continue to aim where the target was, or do you adjust your aim to where the target is now? If you go into a negotiation with a game plan, and the plan isn’t working, do you stick with the plan, or do you improvise a new one?

Adaptability has always been an essential survival skill. It is a key concept in Darwinian Theory; what can’t adapt, doesn’t survive. Adaptability is also a key concept in military theory; a less powerful but more adaptable or manoeuvrable army can defeat a more powerful, less adaptable army. The history of evolution and war are filled with examples that bear out both these theories.

Adaptability is also an invaluable skill in business and negotiation. Businesses that can’t adapt in a changing economic or technological environment are not likely to succeed.

A negotiator who lacks adaptability will achieve limited success, at best. Adaptability allows you to make essential adjustments and course corrections in response to unexpected events or changing conditions, and find a new balance in the often shifting terrain of a negotiation.

The acronym “BATNA” — “Best Alternative To a Negotiated Agreement” — has been used for decades now in negotiation literature.

It could also be called “BANA” “Best Adaptability in Negotiating an Agreement”. Adaptability is an essential backup to preparation and good strategy. Without adaptability, you cannot become a great negotiator.


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