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 … Read moreSuccessful Negotiating Is All About Believing

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 … Read morePlaying With Power: How To Use It And Not Get Used By 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 … Read moreHow We View The Other Side Just Might Determine The Kind Of Deal We Reach

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 … Read moreSuccessful Negotiators Know How To Make Time Work For Them

Is It Possible That During A Negotiation Company Policy Could Be Your Best Friend?

More than one negotiation that I’ve been involved in I’ve found myself pushed into a corner. There were a lot of different reasons for how this had happened: I was dealing with a sole supplier, I was operating under a very tight deadline, they were better at using negotiation styles and negotiating techniques, etc. I … Read moreIs It Possible That During A Negotiation Company Policy Could Be Your Best Friend?

Why Phones Are A Bad Way To Conduct A Negotiation

I don’t like to use phones when I’m negotiating. There, I said it. In this day and age where Apple seems to come out with a new must-have phone almost every other week, it seems like blasphemy to say that you don’t like talking on the phone, but when it comes to negotiating I believe … Read moreWhy Phones Are A Bad Way To Conduct A Negotiation

The Impact That A Telephone Can Have On A Negotiation

What a wonderful age we are living in! We have the ability to watch 500 TV channels at any time of the day, we can hop on a plane and get to almost any corner of the globe in a matter of hours and, even better, we can get in touch with almost anyone at … Read moreThe Impact That A Telephone Can Have On A Negotiation

Five Ways That Negotiators Can Deal With Tough Customers

In a negotiation if you want to be successful, you are going to have to quickly size up the other side of the table. There will be times that you discover that you are negotiating with someone who has decided to play it tough with you. Ok, there’s not that much that you can do … Read moreFive Ways That Negotiators Can Deal With Tough Customers

How To Get Tough In Your Next Negotiation

“Would you just roll over and play dead for me please?” How many times have you wanted to say this to the other side of the table during a negotiation? Of course this rarely if ever happens. However, there are sometimes when something even worse happens – no matter what negotiation styles or negotiating techniques … Read moreHow To Get Tough In Your Next Negotiation

When The Other Side Knows Everything, Give Them Very Little

Every time that we sit down to negotiate with someone, we are encountering a new personality with new negotiation styles and negotiating techniques. When we run into someone who believes that they know everything we can use this to get what we want from the negotiation. All you have to do is to remember that … Read moreWhen The Other Side Knows Everything, Give Them Very Little