What Types Of Skills Does A Negotiator Need To Have?

Negotiators need to be able to organize an effective broad-scale approach to negotiations

As negotiators we all realize that in order to be successful in our next negotiation, we need to make sure that we show up with the appropriate set of skills, negotiation styles and negotiating techniques. However, negotiators who are looking for effective negotiation strategies often confront a dizzying array of advice. When we find ourselves … Read more

Bring The Power Of MESOs To Your Next Negotiation

Making multiple offers is often better than just making one offer

As negotiators we all know that it is all too easy for a negotiation to come to a grinding halt. You and the other side have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. At this point, each side is firmly rooted in its position … Read more

Should Bartering Be One Of Your Negotiating Skills?

If you can learn how to barter, then you can create more value in your negotiation

When we go looking for new ways that we can be successful during a negotiation, we are often looking for the “next big thing”. We’d like to find a modern negotiating technique that perhaps we’ve not heard of before. However, it turns out that if you really want to expand your negotiating toolbox it might … Read more

How To Claim Your Fair Share In Your Next Negotiation

You need to claim your fair share during your next negotiation

Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more

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 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 To Create A Win-Win Negotiation

Learn to use negotiation strategies to make both sides satisfied

So I’ve got a quick question for you: what’s the goal of your next negotiation? I’m pretty sure that you’re going to tell me that you want to be able to reach a deal with the other side. I’d say that not only do you want to reach a deal with them, but you want … Read more

How To Create Mutually Beneficial Agreements During A Negotiation

A mutually beneficial agreement is all about creating and claiming value

It goes without saying that when we sit down at the negotiating table, both sides have a different view of the world. We both want something and in order to get what we want, the other side is going to have to be willing to give something up. The fact that we all have different … Read more

How To Negotiate A Mutually Beneficial Agreement

What does it take to create a deal that works for both sides?

We’ve all heard about mutually beneficial agreements, but can anyone say just exactly what they are? By one definition, a mutually beneficial agreement occurs when both sides of the table attempt to use their negotiation styles and negotiating techniques to grab as much as they possibly can from the limited amount of items that are … Read more

How Can You Find A “Win-Win” Solution In Your Next Negotiation?

Negotiators need to know how to create win-win situations during a negotiation

As negotiators, what we would all like to be able to do during each of our negotiations is to find a way to create a “win-win” situation. These are the negotiations in which both sides emerge feeling that they got a good deal in the end no matter what negotiation styles or negotiating techniques were … Read more