Creating a Fair Exchange in larger negotiations is also. As people, we have a fundamental need for fairness in our interactions with others. This need often becomes prevalent during negotiation as we often suspect others of less that fair play. In particular, if the relationship between the negotiating parties is important, then fairness is necessary if this is to be sustained.
If the relationship is completely unimportant, then caveat emptor 'buyer beware' applies.
Note that fairness is perceived as an emotion: Managing fairness is also a process of managing perception and meaning , and hence emotion. If we perceive the negotiation process as being unfairly stacked against us, we will be loath to make any trades or even come to any agreement, as we may well suspect that we are on the losing end of a win-lose situation.
To create a sense of fair play, you can start by discussing the process by which the negotiation is conducted, for example with respect to demonstrable honesty and factual evidence. In early arms limitation negotiations, the first several months were spent negotiating the shape of the negotiating table!
- Views from the 13th Floor Conversations with My Mentor;
- Collective Mourning: The Village Maiersgrün / Vysokà in the Czech Republic as an Example for Narration and Decentralization of Memory;
- 'Fair exchange is no robbery' - the meaning and origin of this phrase?
- Your Answer.
- Not Just Another Christmas Story.
- 2. Be clear about what you offer and know your boundaries;
- U.S. History DeMYSTiFieD?
If you perceive that the process is unfair, then you can also bring this up during a negotiation, effectively sending the whole show back to square one. The social needs for fairness make this a strong card to play. A particular area for ensuring fairness is to ensure decisions are fair, and the way to ensure decisions are fair in the criteria we use to decide. For example, deciding where go on holiday may use criteria of cost, near the sea, things to do, cater for children, etc. A typical way to find fair criteria is to ask 'How shall we decide? This can result in a sub-negotiation about what actually is fair and not fair.
The real test of fairness of a negotiation is in the results that both sides get. In an unfair negotiation, one person gets everything they want and the other person gets very little. Interestingly, researchers have even observed this hard-wiring for fairness in chimpanzees and other monkey species as well. Living and working together requires us to have trust in others. If we cannot trust others we find it very hard to focus on the things that matter and end up anxious and paranoid.
That is why a fair exchange of value goes beyond the transactional exchange of a service or product for money. For both the buyer and seller, what was promised to us is what we expect to receive. As good and honourable salespeople and businesses, we want to be able to make promises we can keep and keep the promises we make. Most people want to work with others as opposed to working against others , knowing that what they do counts towards something, even something greater than themselves.
Selling is about creating a fair exchange of value between buyer and seller. Selling is about mutual prosperity. Selling is about forging healthy viable relationships and recognising these relationships do not remain static and unchanged. They are designed to be stress-tested and to grow and change.
These relationships thrive on trust, openness and honesty, and result in new ideas and shared common ground on which to build better outcomes together. We cannot seek achievement for ourselves and forget about progress and prosperity for our community. Our ambitions must be broad enough to include the aspirations and needs of others, for their sake, for our own and for the planet.
Fair Exchange (TV Series –) - IMDb
But not everyone wants to play fair. There are those people who want everything geared towards themselves and to hell with the rest of us. One only has to read Trump: The art of the deal to see this in action. In Australia, for instance, you only have to see the fall-out from the Banking Royal Commission and the recent Liberal leadership spill to see what I mean.
fair exchange is no robbery
Read the comments section of any media outlet reporting on these topics and you will see the sheer volume of disgust in which these tactics and antics are viewed by most people. So what can we do about it?
- Why a fair exchange of value goes beyond exchanging money for goods - SmartCompany;
- Down the Hole We Go?
- Waldorf Astoria Murder (Miss Tayke Investigates Book 20).
- Grains of Sand in the Hourglass of My Life;
- Tomorrow Lies in Ambush?
- Fair Exchange.
How can we protect ourselves from the self-serving who are after victims instead of prospects? How can we establish the framework and build trusted relationships that thrive on the foundations of a fair exchange of value?
What's the meaning of the phrase 'Fair exchange is no robbery'?
When sales move beyond the simple one-off transaction and get more complex, we need to make doubly sure that any arrangement we enter into is fair for both parties. This is where much time and effort can be expended in contract negotiations. For instance, think about the work that goes into international trade agreements. Think about the diplomacy, the international relationship management, the trade-offs and agreements that need to be worked out just to trade between nations. We must start from the viewpoint that everyone has a vested interest and the last thing they want is to come off second best.