Guilt-Free Negotiating

I am a big fan of Jim Camp and I also mentor a small group of enthusiasts
Very often, especially in times of change such as these present ones, a respected opponent will try to use guilt to influence you to see things their way and agree to their terms. Your guilt may cause you to make concessions in a negotiation that you would not ordinarily consider. A solution to such problem may be within your reach – if you can agree on how to work together to your mutual benefit, with each party having the right to veto. Because that’s what a negotiation is, the effort of creating agreements between two or more parties, with all parties having the right to veto.
When the respected opponent tries to make you feel guilty, this works because:
1. There’s a good chance that you need that sale, order, promotion, etc. You think you need something, which could be true or not.
2. You don’t want to hurt your opponent’s feelings, feel you are taking advantage of them, or put them in a bad position.
3. You don’t want your opponent to talk about you or have other people think you are a bad person.
4. You might feel guilty because you agreed to do something that you no longer want to do.
Agreements are long term, so don’t be afraid to reopen if new information is presented.
Don’t stick with a bad decision or a non-decision.
Today’s decision may not be good tomorrow, especially in a changing environment.

Keeping It Professional
The respected opponent may also set up guilt in your mind by sharing personal things about themselves.
Good negotiators limit sharing their personal information with the opponent because they conduct the negotiation in the world of the respected opponent. Your opponent is living in their world, so stay there with them.
You want to be seen as an efficient and effective professional, not a friend. Of course, you should always show compassion, be kind and respectful, and make them feel “okay.”
When your respected opponent resorts to guilt in a negotiation, they are trying to put you in a corner, and take away your right to veto. If you have internal guilt, you may be stuck in a corner from thoughts within your head.

We have a lot of experience and success with this and can help you get out of that corner
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