Recognizing agendas: The source shades the results

As you gather information about the negotiation you are about to enter, remember that everybody has an agenda. Everybody. If agenda sounds like too strong a word — or if it sounds somewhat pejorative — let’s say that everyone has a point of view. No human is without bias. It’s the way we are wired. It’s not bad that the source you go to has a point of view.

That point of view may differ from yours. Prepare to be challenged if it does. Your job is to recognize that point of view and to factor it in as you gather your information. Say that you find a painting in your late grandmother’s attic and you’re curious as to what it’s worth. It’s a handsome painting, but you know nothing about painters or painting. You are trying to decide what to do with it. Your best friend is of no help whatsoever, so the two of you take it to various sources to find out what it is worth.

• Your mother: To her, this painting may have great value because of the emotional attachment that she has to it. She puts a high value on it.
• A gallery that takes paintings on consignment: The gallery may take an objective view of the painting — no emotional attachment. A high offer may be made if the painting is from a renowned artist.
• A pawn shop: A pawnbroker may offer a low amount of money because he is making a loan that he doesn’t expect to be repaid. The pawnbroker will have to sell the item. If you have ever been in a pawn shop, you know that there is a huge stock of items. Things must sit on the shelf for a while to allow people time to redeem them.

Each one of these people is giving you his or her honest opinion. Each one is coming from a different place, a different point of reference. When you talk to each of these people, you’ll need to factor his or her point of view into the person’s evaluation of what the painting is worth. Depending on whether you want to sell the painting or keep it and insure it, you will know what figure suits your purposes.