Accomodating strategy in negotiation

He should know all the facts about not only what he's discussing but about counterarguments other people might make.

In business, knowing facts and statistics to back up a certain point goes a long way.

Gather those benchmarks through: You can increase your power by altering those two factors.

You could alter the first factor by offering more value. Fisher and Ury (1981) described that second tactic by coining the term BATNA: .

The second description is comprised of four parts: strategy, process, tools and tactics.

The first algorithmic description defines negotiation elements in three parts: process, behavior, and substance.

In general, the researchers discovered, certain negotiation strategies were more effective than others at increasing starting salaries.

Strategies that involved open discussions of key issues and perspectives were more effective than compromising and accommodation.

The least effective strategies were avoiding salary negotiation all together, using an accommodating strategy, and compromising.

On "The Early Show" Tuesday, CBS News Business and Economics Correspondent Rebecca Jarvis discussed what the study found to be the do's and don'ts of salary negotiating: WHY NEGOTIATING CAN WORKEmployers are trying to get the most bang for their buck. And if you can successfully make the case that you fall into that category, they could see a financial benefit to them of increasing your salary. Keeping you on board and happy amounts to maintaining what's known, rather than what's unknown.

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