Negotiators Know How To Use MESOs To Get What They Want

Several offers are generally better than just one offer

Let’s face it, during a negotiation things can go wrong. You were making progress using your negotiation styles and negotiating techniques to work towards reaching a deal one minute and then all of a sudden you find yourself staring at an impasse. You have made offers to the other side, they have made offers to … Read more Negotiators Know How To Use MESOs To Get What They Want

How To Avoid Being Overconfident In Your Next Negotiation

Being overconfident can affect your judgement during a negotiation

In addition to different negotiation styles and negotiating techniques there are a number of different things that negotiators need to be able to deal with during a negotiation. Being overconfident is one of these. What we need to understand is that if we allow ourselves to become overconfident, then there is a good chance that … Read more How To Avoid Being Overconfident In Your Next Negotiation

How To Create Value In Your Next Negotiation

Negotiators want to find ways to expand the pie

Negotiators want to find ways to expand the pie Image Credit: Photo by Toa Heftiba on Unsplash Negotiators view every negotiation as a type of game. They show up ready to use their negotiation styles and negotiating techniques to compete with the other side in order to see who can walk away being a winner. … Read more How To Create Value In Your Next Negotiation

How To Make Anchoring Work For You During A Negotiation

Anchoring can be used during a negotiation to reduce risk

During a negotiation, sometimes something amazing happens. When one side presents a number to the other side, that side can all of suddenly end up irrationally fixating on that first number that was put forth at the bargaining table. This number is called “the anchor”. The other side (or us) can become fixated with it … Read more How To Make Anchoring Work For You During A Negotiation

How To Manage Expectations When You Are Negotiating

A negotiator always has to manage the other side's expectations

When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used? It … Read more How To Manage Expectations When You Are Negotiating

What Does Logrolling Have To Do With Negotiating?

Logrolling provides opportunities to generate mutual gains

When we enter into a negotiation, we are thinking about one thing: what we’d like to use our negotiation styles and negotiating techniques to get out of the negotiation. Let’s face it, we’re rather self-centered when it comes to planning how our next negotiation is going to turn out. As I’m pretty sure that we … Read more What Does Logrolling Have To Do With Negotiating?

Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy

You need to learn how to identify and defuse this persuasion ploy

In the world of negotiating, despite all of the different principled negotiation styles and negotiating techniques that get used, there are a number of tactics that have achieve classic status. One such technique is called the “good cop / bad cop” approach. You’ll encounter this when you sit down to negotiate and one member of … Read more Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy

To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?

Women need to learn how to create more value during a negotiation

Negotiating is hard. Negotiating when you are a woman is even harder. Historically women have not been as aggressive as men. They have been willing to settle for what is offered to them. However, to truly be successful negotiators women need to start to think about what a man would be able to achieve in … Read more To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?

How Can You Use The Right of First Refusal In A Negotiation?

Including a right of first refusal in a negotiation can create value

Negotiators are always looking for ways that they can get more value out of their next negotiation. Although there may be many different ways to accomplish this such as using different negotiation styles and negotiating techniques, one way that we tend to overlook too often is by negotiating a right of first refusal. Just in … Read more How Can You Use The Right of First Refusal In A Negotiation?

So Just Exactly How Are We Supposed To Get To Yes?

Getting to "yes" is a journey that you need to know how to navigate

As negotiators, there are a few books that I’m guessing that we have all pretty much read. One of the classic negotiating books that everyone should have on their shelves is “Getting to Yes: Negotiating Agreement Without Giving In”. In this book, the authors explained that negotiators don’t have to choose between either waging a … Read more So Just Exactly How Are We Supposed To Get To Yes?