Three Sources Of Power In A Negotiation

When you walk into a negotiation, you know what you want to use your negotiation styles and negotiating techniques to get out of the negotiation. However, just exactly how you are going to make that happen may still be a bit of a mystery. However, in order to get what you want, you need to […]

Negotiating The Hard Way

Every negotiation that we engage in is different. The other side of the table has their own set of goals that they want to accomplish and how they plan on going about achieving them can be different during each negotiation. Sometimes the other side may decide that they want to play hardball with us – […]

Three Sources Of Power In Every Negotiation

So what do you really want to get out of your next negotiation? If you are like most of us, the answer is “the best deal possible”. This all sounds fine and good, but just exactly how does one go about getting the best deal possible during a negotiation? The answer is that if you […]

Using Countermeasures During A Negotiation

When we are negotiating with someone, we need to understand that in addition to a number of different negotiation styles and negotiating techniques they are going to be using tactics to get what they want out of the negotiations. As a negotiator, you need to be able to recognize when they are using tactics, you […]

It’s Power That Drives A Negotiation

When I’m working with negotiators who are just starting out, I’m often asked the question “how can I win a negotiation?” Outside of the obvious issue with “winning” a negotiation, the question is actually a fairly good question. What my students are really asking me is what they can do in order to make sure […]

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 thing that really does not […]

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 sure that we know who we’ll be negotiating with, we make sure that we understand the issues that will be discussed and we know which ones are the most important […]

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 has the most power. This is actually sort of an amusing thing because of the very nature of power – we can’t see it, we don’t know who has it […]

How We View The Other Side Just Might Determine The Kind Of Deal We Reach

When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based on their appearance or how […]

Successful Negotiators Know How To Make Time Work For Them

One of the first things that all of us learn about negotiating is that in the end after we get over all of the negotiation styles and negotiating techniques being used, it’s all about time. There is only so much time to conduct a negotiation You only have so much time, the other side only […]