Dealing with different Opinions

Published: Feb 08 , 2019
Author: Krishna

"I am not sure how else I can convince you of the benefits of this value proposition" - an exasperated Joseph - an Infrastructure leader with a leading IT firm- asked his Client Director - Tim- as they explored the benefits of moving the client's on-premise technology applications to the cloud platform.

Joseph had outlined multiple reasons and benefits for the client, each backed by real-life cases. Tim - a smart leader himself - however believed that the cost and efficiency benefits were exaggerated and there were significant security risks. A case of two parties having opinions that are poles apart!

Too often we run into this classic "stalling" of negotiations caused by conflicting opinions. They are often difficult to change, no matter how convincing the arguments against it are. The more one argues against an opinion - the only certainty - is the negative impact to the relationship!

What are the options in front of negotiators in situations like this?

Firstly, it is important to recognize when the topic of the conversation pertains to an "opinion" of the other party! Secondly, it is vital for negotiators to consider whether it is more appropriate to trade opinions rather than trying to convince the other party as to why they are wrong! In this example, Joseph could construct an option (say a small pilot) in such a way that he is rewarded or penalized depending on the outcome, that is jointly measured by both the parties. The Client's ego is not hurt while being able to move forward in the negotiation.  Are we ready to spot when we run into "opinion induced stalling" of our negotiations?



About the author:

Krishna is a Tutor with Scotwork India and has more than 2 decades of corporate experience. In this role, he engages with participants from various Industry Verticals like FMCG / Banking/ IT Services Media / Diversified Conglomerates / Pharma etc and has had significant exposure to content design, facilitation, consulting and business development. Krishna's global experience spans multiple sectors(Consulting / Digital / Learning and Development) and geographies including US, Europe, Australia and India.

Read more about Krishna

More posts by Krishna

Latest Blog:

Achieving better negotiation outcomes

Most people I meet look for ways to achieve better results through negotiations. Using a college exam analogy, they want to move from, lets say, a 70% score to 90%. Negotiations are like an exam. Failure to prepare is preparing for failure! The problem is that negotiations are like an open book exam – lots of pages, lots of things to cover and not sure where to start.

Latest Tweet:

Scotwork India
3A, 13 Cornwell Road, Langford Garden
Follow us