You can’t get to Win-Win if you won’t even try…

New START Negotiations, Russian Mission in Geneva
A post on the LinkedIn blog highlighted research surveyed from 2000 professionals across 8 countries, finding that 35% of the respondents felt anxious or frightened with negotiating, with differing results dependent on gender and nationality:

Professionals in eight countries were surveyed. Globally, 35 percent of people report feeling anxious or frightened about negotiating. Thirty-four percent are confident, while 10 percent say negotiations are exciting and 10 percent are indifferent about them.

  • According to LinkedIn’s study, Brazilian professionals had the highest percentage of respondents that stated they were frightened by negotiating (21 percent).
  • Germans have the most positive outlook on negotiating, with the highest rate of respondents reporting they are excited about negotiating (21 percent) and the second-highest ranking for feeling confident (43 percent).
  • India ranked as the most confident country when it comes to negotiating, with 47 percent of survey respondents from India reporting that they feel confident about negotiating.
  • Professionals in the United States are the most anxious about negotiating (39 percent).
  • Survey respondents from South Korea report feeling the most indifferent about negotiating (21 percent).

The study also found that men feel more confident about negotiating than women, with 37 percent of men saying they feel confident compared to only 26 percent of women.

When asked to compare negotiating to various situations, more than one out of every five respondents (22 percent) feel that negotiating is similar to playing a game of poker, where players are forced to make moves based on incomplete information.

As a side note, I wonder how much catalogs in the early part of the last century, the ‘science’ of retail and marketing post-WW2, and finally the internet have isolated us from the human component of buying and caused those behaviors to go extinct?  It seems those same capacities have been lost in merchants as well as consumers.

You could learn the Art of the Haggling from Harvard Business School or by watching the History Channel’s American Pickers.