Business Negotiation: Do Experts Rule?

Using an expert can impart credibility and influence the outcome of an argument.

We see this all the time on TV courtroom dramas where the lawyers for either side parade different experts to testify about different points of a case (ballistics, cause of death, etc.)Yet, at times these experts will contradict each other. Who do we believe?

If expertise is questionable or contradictory, why do we use experts in a negotiation?

There are many reasons experts rule a negotiation:

They carry greater influence that those not considered experts.

People are intimidated by experts and are afraid to question their opinion.

Authority carries weight, and people are afraid to challenge authority.

Experts often have high credibility.

However, not all experts are created equal. There are factors that can influence credibility including: appearance, confidence level, and ability to express him/herself.

Even the way someone is introduced to the group can impact how his/her expertise is perceived.

Basically, using experts can help your negotiation, but that does not mean your expert will prevail.

When dealing with an expert in a negotiation, I recommend the following:

Test his/her knowledge on the issue.

Ask questions to determine the extent of the expert's knowledge and his or her particular area of focus. Even when someone is an expert, it's unlikely that they will be a strong expert in every area. Find out where their areas of strength and weakness are.

Be skeptical

It can feel intimidating and overwhelming when you meet an expert with multiple advanced degrees and a long list of experience. Try to remain skeptical and don't overvalue everything you read or know about the expert.

Probe the expert until you get an answer you want. Don't feel shy or hesitant to keep up with your line of questioning or inquiry until you get the answer you want. Gather whatever information you need to plan your negotiation strategy.

Now is a good time to introduce Karrass Law of Experts: For every expert, there is an equal and opposite expert. So, if you are not happy with the other partys expertsget your own!

Remember, both sides can play the "expert" game.

by: Chester Karrass

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