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Monthly Archives: June 2017

During A Negotiation, Why Is It So Hard To Get The Other Side To Change Their Mind?

As negotiators, it is our goal to get the other side of the table to do something for us. In order to make this happen, when we sit down at the negotiating table we’ll try to use both rational arguments and common sense to get them to see things our […]

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How Committed Is The Other Side To This Negotiation?

Generally speaking, when we enter into a negotiation we have a reason for doing so. We are either seeking a deal for ourselves or we are operating at the request of someone else. However, there is a key question that as negotiators we need to find an answer to in […]

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The Power Of Silence In A Negotiation

Let’s face it: as negotiators, we talk a lot. We open the negotiation by stating our position, we argue with the other side about their positions, and we use our negotiation styles and negotiating techniques to talk through the issues that are preventing us from reaching a deal. The one […]

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