How To Use The Zone Of Uncertainty In Your Next Negotiation

One of the biggest questions that we all struggle with when we are in the middle of a negotiation has to do with goals. When a negotiation includes such items as price or delivery dates, we need to understand what we want and then we need to understand how we’re going to go about getting … Read moreHow To Use The Zone Of Uncertainty In Your Next Negotiation

Negotiators Know That You Can’t Be Right If You Are Wrong

I can only speak for myself, but when I’m involved in a negotiation, I’m INVOLVED in a negotiation. Unfortunately, what this means is that my attention is almost completely focused on the issues at hand. I’m keeping track of what both sides have agreed to, where the issues are, what negotiation styles and negotiating techniques … Read moreNegotiators Know That You Can’t Be Right If You Are Wrong

Negotiators Know That They Need To Know When To Use Power

More power. Is that really asking too much? As a negotiator, it sure seems as though all that any of us really wants is more power. If we could get that, so the thinking goes, then we could get the deal that we’re looking for and the world would be a better place. However, it … Read moreNegotiators Know That They Need To Know When To Use Power

How To Deal With The Bogey Man When He Shows Up In A Negotiation

As negotiators we need to always be on guard. We need to expect that the other side of the table will be using a wide variety of negotiation styles and negotiating techniques in order to get the deal that they want. What this means for you is that when the bogey man shows up in … Read moreHow To Deal With The Bogey Man When He Shows Up In A Negotiation