How invested effort can blind you from the objectivity of price negotiations.
Suppose you are the owner of a trendy coffee shop. Not only can you enjoy good coffee on the spot, but you can also buy top-quality coffee beans to take home. You are about to decide which coffee brands you want to include in your range in the coming year.
Vendores from various coffee roasters will visit your coffee shop to offer you their products. A saleswoman from Amsterdam - Lieke - impressed you with her perfect preparation in the sales pitch. Lieke will come back to the café a few days later to answer your questions. She also regularly calls or emails to inquire about the business. The other sellers don't invest a fraction of that to get the job. If you now think that despite the supplier's best efforts, you still choose them objectively, the latest research refutes this view.
The research team Franco-Watkins, Acuff Jr., and Edwards from the Universities of Auburn and Oklahoma State found that people in resource price negotiations consider service-intensive, as well as their own effort and that of the negotiating partner as important factors in their decision-making .
This can make sense. However, you should be aware that the work you put in yourself or the impressive effort of the negotiating partner can cloud your view of the objective parts of the deal.
ISMAN & Partner is a management consultancy that supports national and international corporations, medium-sized companies and start-ups, organizations and institutions in complex negotiation and conflict resolution processes. Founded in 2015 by Calin-Mihai Isman, the experts for negotiation & mediation support managers and employees from the areas of sales, purchasing, M&A, contracting, HR or IT.
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