Is Shapiro Negotiations Effective For E-commerce Businesses?

Most of the time, in commercial negotiations, we attempt to be as aggressive as possible, giving

up as little as possible while still making our opponent happy with the deal. While it can be more complex to determine who deserves what in a negotiation, there are often novel approaches that may be taken.

When conducting commercial talks, for instance, it is not unusual to discover that you are on the edge of reaching a dead end. After going back and forth with several systematic approach and counteroffers, you and the other party have arrived at a point that is somewhat near to the center, but it is not sufficient. It may appear as though there is no way ahead if both sides are determined to maintain their positions.

Negotiators commonly plead to one of three fairness norms: equality (an equal split of the resources), equity (a split in proportion to contribution), or need (a split that benefits the negotiator who might most benefit from the resources).


Three Main Types of Power in Negotiation


It is common practice to define power as the absence of dependency on other people. A person’s BATNA, which stands for the best alternative to a negotiated agreement, is directly related to the level of authority they possess during negotiations.

When an individual enters into a negotiation with the best alternative to the current situation (BATNA), she is less dependent on the other party to meet her requirements than she would be if she had a weak alternative or none at all. She would be utterly dependent on the other party if she had no alternative at all or a weak option.



Specific jobs, responsibilities, and titles provide power simply because they have the authority or influence over various significant outcomes. Positional authority is common in formal structures, such as corporations.



Psychological power is a third bargaining tool. Psychological power can be attainable even without real power. Cameron Anderson, a professor at the Haas School of Business at the University of California, Berkeley, has demonstrated that although individuals have varying degrees of the psychological power they perceive they possess in the world, they can generate a fleeting impression of power for themselves.

When your self-assurance is low, you may boost it by thinking about a point in your life when you had power. This will help you remember that you can do powerful things.

Interestingly, the effect of power on negotiations is the same whether you actually have the authority or feel like you have. In all its forms, power consistently and predictably influences negotiations in both positive and negative ways.



Challenges will come regardless of your active listening intentions. Anticipating and overcoming these obstacles will help you achieve. If you need more support with deadlines:

  1. Organize client meetings at less stressful times.
  2. When dealing with a demanding customer, remember that their displeasure is likely with a present situation, not you.
  3. Take a break to refocus and help your customer achieve their goals after a misunderstanding.

Active listening takes time and practice. Though difficult, active listening is worth the effort. These abilities will improve client engagement, negotiation, and anticipation. Successful sales require strong negotiating abilities, learned via active listening and other methods.

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