During A Negotiation, Why Is It So Hard To Get The Other Side To Change Their Mind?
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The Accidental Negotiator Archive
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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
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
The Power Of Commitment In A Negotiation
When you think about your next negotiation, what comes to mind? Do you see yourself locked into a small, hot room with the other side
How Much Risk Is Too Much Risk In A Negotiation?
Risk is a funny thing. A lot of us would like to be able to live a life that was filled with certainty. We’d like
The Role Of Legitimacy In A Negotiation
Everybody likes a bit of stability in their lives. As negotiators we enjoy having some stability in our negotiations no matter what negotiation styles or
Where Does Power Come From In A Negotiation?
What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing,
Successful Negotiating Is All About Believing
As we prepare for our next negotiation, we go through a mental checklist of all of the things that we need to do. We make
Playing With Power: How To Use It And Not Get Used By It
Who gets what out of a negotiation is often determined not by what negotiation styles or negotiating techniques are being used but rather by who
How To Get The Other Side To Tell You What You Need To Know
I’m all about doing my homework before I start a negotiation. I’ll have a talk with Google, call up people that the other side of