Every negotiation starts with an opening. It’s what we all do at the start of a negotiation. What a lot of us don’t realize is that how we handle the opening of a negotiation can have a big impact on how the rest of the negotiation goes. The very possibility of success may hinge on … Read moreNew Book Available – How To Open Your Next Negotiation: How To Start A Negotiation In Order To Get The Best Possible Outcome
Have you ever suspected that there was some secret negotiation styles or negotiating techniques to negotiating that the really good negotiators knew that you didn’t? Well, I’m not going to guarantee that they knew the one secret that you have to know if you want to be a success at negotiating; however, I am willing … Read moreThe Secret Goal Of Every Negotiation
When you spend time thinking about what it takes to reach a deal with the other side of the table no matter what negotiation styles or negotiating techniques are being used, something becomes clear very quickly. If the other side is not comfortable dealing with you, if they don’t trust what you tell them, then … Read moreWhat Is Rapport And How Can A Negotiator Get It?
In order to be a successful negotiator, you are going to have to build a reputation that makes others want to negotiate with you. One of the most important parts of this reputation is going to be just how much the other side of the table trusts you. Yes, you can use all of the … Read moreWhy Trust Is So Important In A Negotiation
It turns out that most negotiations are over even before they begin. The team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they’ll need is the one that’s going to walk away from the table with the best deal. Wouldn’t you want that team to … Read moreNew Book: Preparing For Your Next Negotiation
Quick: define what you think the perfect negotiation would be. What came into your mind? Did you see yourself showing up at the bargaining table, laying out your demands, getting agreement from the other side of the table, and then going home? Bad news if that is your dream because it’s never going to happen … Read moreDo You Have The Personality Needed For Negotiation?