How To Create Value While Negotiating

Using integrative negotiation strategies you can create value during a negotiation

If you sit back and think about it, what are you really trying to accomplish during a negotiation with all of your fancy negotiation styles and negotiating techniques? If you are like most of us, what you would like to be able to do is to discover additional value that nobody realized was there, perhaps … Read moreHow To Create Value While Negotiating

Is “Emotional Intelligence” An Important Negotiating Skill?

Just how important is emotional intelligence when negotiating?

One of the more popular phrases that has been used during the past few years has been “emotional intelligence”. This term first burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s book. Negotiation experts have predicted that scoring high on this personality trait would boost one’s negotiating outcomes and have … Read moreIs “Emotional Intelligence” An Important Negotiating Skill?

Collaboration is The Key For A Mutually Beneficial Agreement

Your goal has to be to get on track towards a mutually beneficial agreement

So here’s a question for you negotiator: just exactly what is a mutually beneficial agreement? Sure, we all think that we’d like to be able to use our negotiation styles and negotiating techniques to reach one of these in our next negotiation, but would we recognize it if we saw it? One way to define … Read moreCollaboration is The Key For A Mutually Beneficial Agreement

How To Improve Your Negotiating Skills

Becoming a better negotiator can enhance your results at the negotiating table

Let’s face it – there are a lot of different moving parts to the game of negotiating with all of the different negotiation styles and negotiating techniques that are out there. When we spend time thinking about how we can become better negotiators, it can be all too easy for us to very quickly become … Read moreHow To Improve Your Negotiating Skills

How To Deal With Liars When You Are Negotiating

Negotiators need to know how to deal with people who are not telling the truth

This business of negotiating is a tricky business indeed. No, we don’t always want to show up at the negotiating table and use our negotiation styles and negotiating techniques to lay all of our cards out in front of the other side. However, there appears to be a fine line when it comes to lying. … Read moreHow To Deal With Liars When You Are Negotiating

The Challenge Of Attempting To Negotiate Online

Online negotiating is different than negotiating face-to-face

Welcome to the modern world that we are all living in! In the old days, if you wanted to negotiate with someone you had to show up, sit down at the negotiation table, and then proceed to use your negotiation styles and negotiating techniques to have a lengthy discussion with them. In our modern times, … Read moreThe Challenge Of Attempting To Negotiate Online

What Are The Top 10 Skills That Every Negotiator Needs To Have?

Get good at these skills and you'll be able to get the deals that you want

As negotiators we all want to get better. One of the challenges that we face in trying to do this is that we often don’t know what areas we should be working on. When you look at what negotiating consists of, there are many different areas such as negotiation styles and negotiating techniques and if … Read moreWhat Are The Top 10 Skills That Every Negotiator Needs To Have?

How To Create Value During A Negotiation

Resources in a negotiation are not really a fixed pie

At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. To us a negotiation is … Read moreHow To Create Value During A Negotiation

What’s The Best Way To Deal With A Crisis Negotiation?

When a crisis happens, a negotiator needs to know what to do

So just exactly what is a crisis? Let us agree that at every firm the definition of what a crisis is can differ. I think that most of us could agree that a crisis is probably an unexpected event that everyone agrees represents a high-priority issue that needs to be solved. When a crisis occurs, … Read moreWhat’s The Best Way To Deal With A Crisis Negotiation?

What’s The Best Way For A Negotiator To Resolve A Dispute?

Would it not be a wonderful world if during each of our negotiations, we were able to get along nicely with the other side of the table? Sure, there are always going to be things that we disagree on, but we’d always be able to work through them and eventually once again see each other … Read moreWhat’s The Best Way For A Negotiator To Resolve A Dispute?