It is possible that your opponent is aggressive or arrogant and enters the negotiation thinking that the loudest voice will win the negotiation.
If you can remain calm in any negotiation then this can yield dividends. Zeppo Marx was the calm, collected and patient Marx Brother. However, whilst the friendly approach may conclude the transaction quickly, it does not necessarily result in you achieving the best results for your client. Whilst being alert to the possibility of your opponent’s charm being false, if both parties enter into the negotiation with a positive attitude and are friendly in their style it is more likely that you will achieve an acceptable result even if points have to be given away.
Working together with your opponent can often lead to the best outcome. Often there are negotiators who lack personality or can be aggressive. Chico Marx Style - CharmĬhico Marx was always the friendly amiable Marx Brother.īeing a good natured negotiator can often be a vital tool in agreeing terms in any transaction. If both parties remain silent then you need to consider an alternative style. All that is needed from the silent negotiator is to unpick the mess. The more the opponent speaks, the more likely the argument can be diluted or undermined. To avoid the awkward silence the opponent may continue talking and talking. Instead, the silent negotiator creates an awkward silence hoping to make the opponent feel uncomfortable. Often your opponent may make a well thought out point eagerly awaiting your response but it never comes. In all the Marx Brothers movies, Harpo played a mute but his silence didn’t prevent him from making a big impact, something the silent negotiator may be able to do. You need to be ready with your response hopefully putting your opponents on the back foot. To be one step ahead you need to work very hard initially to anticipate your opponent’s every move and what your opponent is thinking before he/she has even said it. These are important characteristics for any negotiation. Some of Groucho’s defining characteristics were his quick wit, his sharpness and his ability to be one step ahead of whoever he was talking to. Groucho Marx Style – Being one step ahead This article explores a few different negotiating styles. Whilst Groucho and Chico certainly did not come across as ‘sane’ in that particular negotiation, it highlights that everyone has their own negotiating style. You may recall that wonderfully entertaining scene in the Marx Brothers movie, “A Night at the Opera” where Groucho and Chico are deep in contract negotiations.
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