Information ( Part 5 ) – 3 Crucial Variables

Dear Readers, Today we will be continuing our discussion about this Important Topic of 3 Crucial Variables of Negotiations – ( Information ).
As we have seen in our last part that To achieve a collaborative result in an adversary environment, you have to play the competitive game.
This brings to mind an amusing experience I had with someone who didn’t play the “Monetary-Increment Game“. Let me Explain you as an Example to help you understand much better. 
I have a neighbor who’s a medical doctor, a “Professional Person.” ( The definition of a Professional Person is someone who likes to make money but not to talk about it ). 
When his home sustained storm damage, he rang my front-doorbell and said, 
“Do me a favor, will you? A claims adjuster is coming over to haggle about money. You deal with this sort of thing all the time. Would you mind talking to him for me?“
I said, “Sure, I’d be glad to. How much would you like to get?“
He replied, “See if the insurance company will pay $300, okay?“
I nodded, then asked, “Tell me, what did the storm loss cost you out of pocket?“
He replied, “I lost more than $300- That’s for sure!“
I said, “All right, what if I can get you $350?“
He said, “Oh, $350 would be fantastic!“
What I had done was to het his commitment to an objective in order to avoid the possibility of Monday-Morning quarter-backing on his part.
A half hour later, the claims adjuster rang my doorbell. When I ushered him into my living room, he opened his attaché case and said, “Mr. Cohen, I know a person like you is accustomed to dealing with big numbers. I’m afraid I don’t have much for you here. How would you feel about a first offer of only $100?“
I was silent for a moment, but the blood drained from my face. You see, I’ve been programmed and conditioned to respond to all first offers by blurting the equivalent of, “Are you out of your cotton-picking mind? Are you crazy? I can’t accept that!“
Besides, I learned in early puberty that a first offer always implies a second and maybe even a third. Moreover, when he uses the word “Only“,   it means that he himself is embarrassed in mentioning such a paltry sum, so how am I supposed to feel as the recipient of such an offer? 
After I snorted my disbelief, the adjuster muttered, “All right, I’m sorry. Forget what I just said. How about a little more, like $200?“
I responded, “A little more? Absolutely no.“
He continued, “All right then, what about $300?“
After a slight pause I said, “$300? Gee … I don’t know.“
He swallowed and said, “Okay, make that $400.“
He said, “$400. Gee .. I don’t know.“
He said, “Okay … make that $500.“
I said, “$500? Gee .. I don’t know“
He said, “All right .. make it $600.“
“$600? Gee … I don’t know.” Why do i keep saying, “Gee .. I don’t know”? Gee … I don’t know – but it’s working like crazy. I’m afraid to say anything else!
the claim was finally settle for $950, and I went next door to get the release signed. My neighbor greeted with me, “How did we do?” and I blurted out, “Gee … I don’t know.“
To this day, I’m not so sure that i did that well in this negotiation, because the adjuster’s unintentional cueing blew my mind. 
Moral: Watch the increments of concession behavior, since they send a strong message about the real limits of authority. 
So, Readers We have discussed all 3 crucial stages of Negotiations in detail and this will help you with your Practical Experience aswell. 

The Next Part which is Part 3, we will be discussing will be “Styles of Negotiating“, and this Topic is also made of 3 Sub categories. You will find the Details in the Link Below.
“Styles Of Negotiating”