Many of our negotiations feature several counterparts: It’s us on one side of the table and a couple of people across it. Faced with multiple counterparts, even the experienced negotiator quakes in their boots. How can we, our lone selves, contend with multiple opponents? But a recent multiparty negotiation at the dentist’s office reminded me that these types of negotiations do not necessarily redound to our disadvantage—they sometimes afford us, the lone negotiator, some interesting, information-related advantages.
Background for the story: One of my teeth is slightly chipped. On a recent trip to the dentist, I considered inquiring about the possibility of fixing it with a filling. Let’s review the rest of the story and thereby surface some benefits of negotiating against multiple parties, in the hopes of making life negotiable.
- You can compare the information offered by each party. Before inquiring with the dentist about the filling, I decided to inquire with the friendly hygienist. Specifically, I asked her whether, after sinking a boatload of load of money into an expensive filling, it would stay in for more than five minutes. “On that tooth, it’s hard to keep the filling in there for long,” she said. Then, after the hygienist had left the room and dentist had entered, I re-asked the same question. “Oh, that will definitely stay in for a long time,” the dentist assured me. Same question—two very different answers. Interesting.
- You can take action based on the information disparities. Hearing the discrepancy between the hygienist’s and dentist’s opinions, I started to experience some uncertainty as to its source. Did the discrepancy reflect the dentist’s advanced training or…eh hem…his other interests? So I asked him about the possibility of a contingency contract in which he would guarantee the filling for a certain period of time or give me my money back. He very begrudgingly agreed, suggesting the discrepancy reflected his advanced training, sort of.
- You can control the information you provide to each party. At this point, the hygienist reentered the room, and the dentist overoptimistically interpreted our conversation as indicating I was ready to schedule an appointment for the filling immediately. And before I could correct his overzealousness, he had shaken my hand and left. The hygienist, in turn, walked me upfront, repeated the dentist’s message to the scheduler, and wished me well. But before the scheduler had even opened her Outlook calendar, I seized the opportunity to tell her that I was actually only interested in learning more about the procedure—specifically, its price and whether my insurance would cover it. So I asked her whether she would call me with the price, at which point I would consider and call her back (a form of ratification). The introduction of this third counterpart, the scheduler, was all that saved me from an expensive and premature agreement.
In sum, the next time you find yourself on one side of a table and multiple people on the other, don’t panic. In many ways, you, the lone negotiator, have the informational advantage. Seize it!