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26 FEDA News & Views STANDARD FEATURES • 3 times the flow rate of conventional lever drains • No O-rings or gaskets to replace • Snakes from the sink top – no costly service calls • Choice of stainless steel or solid brass construction • Stainless steel handle for smooth, easy operation ® PREMIUM PLUMBING PRODUCTS by Component Hardware www.encoreplumbing.com © Copyright 2014, Component Hardware Group, Inc. 04/2014 Superior Design, Exceptional Value. Encore's patented rotary drains are fast, reliable and designed to save on maintenance costs. AFFORDABLE PRICING Don't pay premium prices for just average plumbing! Get the best for less. Call or email us to find out how much you can save by switching to Encore. 800-526-3694 • 732-363-4700 • sales@encoreplumbing.com All Encore plumbing complies with the Federal Reduction of Lead in Drinking Water Act. 3 times the flow rate of conventional lever drains Snakes from the sink top – no costly service calls Choice of stainless steel or solid brass construction Stainless steel handle for smooth, easy operation reliable and designed to save on maintenance costs. Don't pay premium prices for just average plumbing! Get the bes Call or email us to find out how much you can save by switching 800-526-3694 • 732-363-4700 • sales@encoreplumbing.com Don't pay premium prices for just average plumbing! Get the best for less. Call or email us to find out how much you can save by switching to Encore. 800-526-3694 • 732-363-4700 • sales@encoreplumbing.com "PLUMBING THAT WORKS" ™ continued on page 28 taste of bigger and better gifts to come. Or, giving away value too easily, too early can leave you with a poor hand to play in the rest of the negotiation. In other words, when you have very little to offer and have to rely on the other party's generosity, you're gambling. To some negotiators, an accommodating style appears to promote harmonious relationships. What these accommodat- ing profiles miss is the myriad of other options that create strong enduring relationships. Giving away the farm usually just creates one happy negotiator, and that's not you. Warning: Some of the faulty thinking that puts accommodators into negotiation damage control is thinking that because the goal is unimportant to them, it must have little value to the other party. Remember to do your homework by asking the value of your concession to the other party before making your trade or concession. How to Defend It When someone is offering you a gift at the negotiation table, do you humbly accept their generosity? Be careful, as theirs may be a proverbial Greek Gift, obliging you to give back something of greater value in return. So keep in mind the value of the item being given and make sure you don't give back something of disproportionately higher value. Lastly, you also need to be careful that the negotiator is not incompetent, making big concessions that jeopardizes the viability of their Negotiation Styles continued business, or agree to a deal that their managers will later veto. If they go bust because they are giving away too much, you could both end up losing. Avoid (I Lose - You Lose) This is most often referred to as passive aggressive. People who habitually use this style really dislike conflict. Instead of talking directly with you about the issue, sellers will frequently call less often on high-compete buyers and may choose to invest marketing money and share their best ideas and prized promotions with buyers who make themselves avail- able (those who are not avoiding the salesperson). When to use? When the value of investing time to resolve the conflict out- weighs the benefit, or if the issue under negotiation is trivial (to both parties) avoidance is a reasonable alternative. Sometimes there is just not enough at stake to risk a difficult conflict situation. If there is a lot of emotion in a negotiation, it's pointless to push through and hammer it out. Better to allow people to calm down first, so reason and rationality can reappear. At this point, an avoid style is likely the most prag- matic alternative. (Suggest a timeout of 15-20 minutes.) What to do when you're dragged into a negotiation unpre- pared? Under these circumstances, avoidance is probably the