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The Six Key Vulnerabilities In Negotiation
By James Delrojo
Negotiation is a mental and emotional game. Much of the result is dependent on the emotional strengths and vulnerabilities of the parties and, of course, their skills at capitalizing on these strengths and vulnerabilities.

I will discuss six key vulnerabilities to be aware of in negotiation.

Vulnerability Number 1: Fear

There is an old Chinese proverb that says that more sick people are killed by their own fear than are killed by the disease.

If a skilled negotiator smells fear in his opponent then he will quickly introduce tactics to capitalize on that fear.

There are all sorts of fears that weaken your position; fear of missing out, fear of messing up, fear of looking stupid and fear of being out negotiated are some of the more common fears that make you vulnerable to the skills of an experienced negotiator.

Vulnerability Number 2: Greed

Nothing leads to rash decisions faster than greed. Greed allows you to be manipulated and it is the greatest ally of conmen.

Most people have some degree of greed and it is important to be aware of this in yourself and manage it, and also be aware of it in your opponent and capitalize on it.

Any time that you are negotiating any form of investment, be particularly aware of influence of greed.

Vulnerability Number 3: Ignorance

If you don't know what you are doing then it is hard to do a good job.

There are two areas where ignorance can create weakness in negotiation.

The

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first is lack of knowledge of negotiation techniques and strategies. The second is in poor pre-negotiation research.

Vulnerability Number 4: Time limits

I like to think of negotiators as either the sellers or buyers. Buyers are the people who need solutions and sellers are the people who are providing the solutions.

If a buyer has a strict and impending deadline and they are having trouble finding solutions then they are vulnerable to a seller with an appropriate solution.

On the other hand, if a seller has a time sensitive solution and the buyer has lots of options then the closer the deadline comes the greater the vulnerability of the seller.

Vulnerability Number 5: Strong need

If your need to make the deal is stronger than the other party's need to make the deal then you are in a vulnerable position, as soon as the other party becomes aware of this situation.

For this reason skilled negotiators develop the ability to disguise their true level of need.

Vulnerability Number 6: Ego

The moment that you start operating on ego then you have opened yourself to all manner of manipulation by a skilled negotiator.

A good salesman of luxury items uses his client's ego to help him inflate the price and sell things that the buyer neither needs nor wants.

Ego is too expensive to take to the negotiation table with you. Leave it outside.

Vulnerability in negotiation is something to protect yourself against and also something to capitalise on if it is the other party who is vulnerable. Look for the signs of vulnerability and become skilled at all the techniques that allow you to protect yourself from it and also to capitalise on it.

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<img src='http://assets.bizjournals.com/triad/news/raghu_tadepalli_hires-5-0-315-309*100.jpg?v=3'>Elon University has named Raghu Tadepalli the new dean of its Love School of Business, according to an announcement. Tadepalli will take over as dean on July 1. He comes from Babson College in Massachusetts, where he is Murata Dean and professor of marketing at the F.W. Olin Graduate School of Business. At Babson, Tadepalli oversaw a major overhaul of the MBA curriculum and has also contributed to many peer-reviewed journals in the areas of cross-cultural ethics, performance evaluation and sales. ?Raghu...<div class="feedflare"> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=OB7fdvAgvcg:2N6N7PNVWj4:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=OB7fdvAgvcg:2N6N7PNVWj4:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=OB7fdvAgvcg:2N6N7PNVWj4:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=OB7fdvAgvcg:2N6N7PNVWj4:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=OB7fdvAgvcg:2N6N7PNVWj4:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=OB7fdvAgvcg:2N6N7PNVWj4:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=qj6IDK7rITs" border="0"></img></a> </div>Kirkland Construction wins Elon softball field project
High Point-based Kirkland Construction has been selected to build a new softball stadium at Elon University for an undisclosed price. The project, which includes the field, fencing, press box and bathrooms, is part of Elon University?s $250 million in construction plans, which include adding nearly 1,600 beds and expanding academic facilities for science and communications. Doug Dreyer, vice president of business development for Kirkland, said the Hunt Softball Complex is slated for completion...<div class="feedflare"> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=6elSlWXniBE:Hmrb7068Jfk:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=6elSlWXniBE:Hmrb7068Jfk:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=6elSlWXniBE:Hmrb7068Jfk:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=6elSlWXniBE:Hmrb7068Jfk:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=6elSlWXniBE:Hmrb7068Jfk:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=6elSlWXniBE:Hmrb7068Jfk:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=qj6IDK7rITs" border="0"></img></a> </div>Syngenta expanding in Africa
Agribusiness giant Syngenta plans to invest more than $500 million in an effort to expand food production in Africa and grow to $1 billion in sales on the continent over the next ten years. The Swiss firm, which has one of its two North American headquarters offices in Greensboro, plans to recruit more than 700 employees and develop new distribution and production channels to serve the African market. The goal, the company said, is to reach over 5 million farmers and enable productivity gains of...<div class="feedflare"> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=qJ4rHQZMZf8:5sc9vbO59hg:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=qJ4rHQZMZf8:5sc9vbO59hg:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=qJ4rHQZMZf8:5sc9vbO59hg:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=qJ4rHQZMZf8:5sc9vbO59hg:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=qJ4rHQZMZf8:5sc9vbO59hg:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=qJ4rHQZMZf8:5sc9vbO59hg:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=qj6IDK7rITs" border="0"></img></a> </div>Would the Bryan Foundation ever fund a Greensboro performing arts center?
The fact the Joseph M. Bryan Foundation might soon see an influx of cash from the sale of NewBridge Bank Park may bring some hope to supporters of building a performing arts center in downtown Greensboro. Building such a center would depend upon generating about $20 million of private sector support for the project estimated to cost $50 million, and the Bryan Foundation has been generous with downtown projects in the past. But as I gathered information about the potential ballpark sale to the owners...<div class="feedflare"> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=LJutlYJ05eA:Q5WzC6wmdPc:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=LJutlYJ05eA:Q5WzC6wmdPc:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=LJutlYJ05eA:Q5WzC6wmdPc:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=LJutlYJ05eA:Q5WzC6wmdPc:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_triad?i=LJutlYJ05eA:Q5WzC6wmdPc:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_triad?a=LJutlYJ05eA:Q5WzC6wmdPc:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_triad?d=qj6IDK7rITs" border="0"></img></a> </div>

A method of dispute resolution which includes undertaking any activity for the purpose of promoting the discussion and settlement of disputes, bringing together the parties to any dispute for that purpose, and the follow-up of any matter being the subject of such discussion or settlement.