While I was sitting in the first class of "Negotiation" and got reminded of game theory and prisoners dilemma I wondered: "how would it look like if they would share the same ammount of knowledge?"
Unfortunately they didn't. Prisoners in this case will never know what was the decision of another one until it comes to their good or bad end. This is why I think that getting good information and knowledge before sitting at the negotiation table is not only crucial but also obligatory if you're taking it seriously.
It does not matter whether you sign a million dollar contract or haggle for a better price at BestBuy (M. Richiel. Even at Megastores, Hagglers Find No Price Is Set in Stone. 2010. Negotiation: Readings, Exercises & Cases. Reading 1.10).
Rules are always the same. Come prepared and use your knowledge without further hesitation for you should focus on one thing: getting a better deal.
For instance, if you go to a shop and want to get a discount for new pair of Under Armour shoes simply check their real price on Ebay or Amazon. Now I see that I've paid about 15$ more for my new running shoes that I should have… I will do better next time.
It's the same with bigger matters. For example, it's good to know how important the deal for the opposite side is. If it's strategic for them, then it's easy to get better position before negotiation and eventually get a good bargain.
Moreover, not only information is a key to success. Knowledge of techniques and negotiation strategies is sometimes even more significant.
When I was studying the "Effective Negotiating Techniques" chapter I wondered how many of them I know and that I used them already.
Few years ago I was working in call-center and one of a very succesful techniques I used was a "crossroad". I remember that very often I brought several topics for conversation and then I was giving "the apparent choice". The question which I said for closing the deal was more or less like: "Ok, so to conclude: do you want a 30$ for 24 months or 60$ for 12 months plan?" In 80% of cases it worked and I had a deal. It worked not only in call-center but in family home as well. I remember that I was negotiating with my Mom and asked her: "At what time should I be home? 10 or 11 P.M?" It actually worked fine.
Also, one year later, I was a salesman working for a small creative agency in Wrocław, Poland. My job was to sell SEO & SEM services. It happened that I was cornered by a potential buyer I used: "the agent of limited authority". With that I could buy time, got a moment to gather information and to consult problems with my boss and come up with a decent tactic.
To conclude, I think that there may be kind of semi equation for being a good negotiator. I think it's: "information + knowledge = good bargain".
By information I mean: preparing to the meeting and knowing the priorities, good and bad sides of the opposite side.
On the other hand by knowledge I mean: controlling your emotions, using proper techniques when they're needed and having an experience. All of those things combined should be the elementary keys to success.
