A Good Negotiator Knows How To Build Trust At The Negotiating Table

Negotiators need to know how to both build and earn trust at the table

So what are the most important skills for a negotiator to have? There are many of them; however, hopefully we’d all agree that the bargaining skills and tactics for building trust while negotiating are among the most important. Each time that we start a negotiation we all share the same hopes, dreams and goals: we … Read more

The Secret To Successful Distributive Bargaining

You goal is to get as much value as you can in your next negotiation

So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use our negotiation styles … Read more