In the world of negotiating there are number of classic questions that we all deal with each time we start a negotiation. One of the biggest is whether or not we should be the ones who make the first offer. The answer to this question is generally “yes” – lots of research has gone into … Read more How To Use The Anchoring Bias To Get A Negotiation Off To A Good Start
One of the most powerful negotiation styles and negotiating techniques that a negotiator has available to them is what is called “anchoring”. Anchoring occurs when a negotiation is starting and you make an initial offer to the other side. This offer does not have to be one that you think that they would actually accept. … Read more Anchoring Your Negotiations Using A Range
If ever there was a fundamental question in negotiation, it would probably not be which negotiation styles or negotiating techniques to use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the first offer” question. For the longest time, the thinking … Read more The Role Of Anchoring Bias In A Negotiation
Just imagine the next negotiation that you are going to be involved in. You sit down at the table, you have your notes easily available to you, you’ve done your homework and you know who’s going to be negotiating with you today, you know what negotiation styles and negotiating techniques you want to use, and … Read more Negotiators Need To Learn How To Deal With The First Offer Dilemma
It pretty much goes without saying that our goal in any negotiation is to find a way to convince the other side of the table to do what we want them to do. During a negotiation we may try to use different negotiation styles and negotiating techniques, but in the end what we really need … Read more The Power Of Woo When It Comes Time To Negotiate
Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how … Read more Just Exactly How Do You Negotiate?
Every time we show up for a negotiation, we are bringing something along with us that we really should not be bringing and I’m not talking about negotiation styles or negotiating techniques. What is this you ask? Assumptions. For a wide variety of reasons, we’ve all come up with a list of assumptions about the … Read more False Assumptions That Hold You Back In A Negotiation
When you know that you will be involved in a negotiation in the future, when should you start to prepare for that negotiation? If you are like most of us, using the techniques that we probably learned back in high school, we tend to put off the getting ready work until the date that the … Read more When Should You Start To Prepare To Negotiate?
Whenever we start a negotiation, we go into the negotiation with high hopes. We would like to be able to walk away from the discussions after all of the negotiation styles and negotiating techniques are over with the deal that we are looking for. However, that does not always happen. What is it that makes … Read more Success In Negotiating Has To Do With Your State Of Mind
When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple – the other side may … Read more In A Negotiation You Always Have To Be Looking For The Icebergs