Negotiate to get what you deserve

I attended a training program on ‘Negotiation Skills’ at work today and the first thing the instructor told us was ‘You don’t get what you deserve unless you negotiate’. It’s a fact that I realized late in the IT industry, and that statement from the trainer affirmed that my opinion is indeed a fact. It was a very good training, the key take away was:

• One doesn’t get deserved thing unless negotiates for it and always ask for a little unreasonable so that you get the reasonable thing.
• To understand others’ positions and interests to get the best out of a deal and create a win-win situation.
• Bargain is different from negotiation, trust and relationships are important in long term deals, so don’t try to squeeze every thing – comes back to win-win.
• Prepare before going to a negotiation.

One thing he repeatedly said was that 75 percent of the things in this world are not with a fixed price and the OTW theory – not 75% arithmetically – but it makes lot of sense. That’s why we have MRP and not FRP. It was good to spend four hours in the workshop. Let me see if I negotiate better in future.