How To Improve Your Reputation As A Negotiator

During a negotiation, cultivate a cooperative reputation to guide your opponent's negotiation strategies

The next time that you enter into a negotiation, how do you want the other side to view you? If you are like most of us who have had our impression of what a world-class negotiator looks like shaped by television and the movies: when we use our negotiation styles and negotiating techniques we want … Read moreHow To Improve Your Reputation As A Negotiator

How To Prepare For Your Next Negotiation

A thorough negotiation preparation process requires plenty of time

The next time that you start a negotiation, what will be running through your mind? If you are like most of us, you are excited to get started and you have a fairly clear idea what negotiation styles and negotiating techniques you’ll be using to get what you want out of this negotiation. However, have … Read moreHow To Prepare For Your Next Negotiation

What Role Do Emotional Triggers Play In Our Negotiations?

We may not understand just how much emotional triggers influence us

I want you to spend a moment thinking about the last time that you walked into a room in order to start a negotiation. Where was your head at? Did you look across the table and see reasonable people who were there trying to find a way to reach a deal with you? Or were … Read moreWhat Role Do Emotional Triggers Play In Our Negotiations?

Defensive Negotiation Strategies That Negotiators Need To Know

When you sit down to a negotiation, who is sitting across the table from you? In most cases you are going to be looking at a talented negotiator who is also a skilled persuader. Just like you have a collection of negotiation styles and negotiating techniques that you use during a negotiation, so do they. … Read moreDefensive Negotiation Strategies That Negotiators Need To Know

How To Become A Better Negotiator

Let’s face it, being a negotiator is a tough job. When we realize that we need to find a way to get better at the negotiation styles and negotiating techniques that we use, the realization that we need to improve can appear to be such a big task that we will have no idea how … Read moreHow To Become A Better Negotiator

In Negotiating, It’s All About What You Know

If you have a chance to talk with experienced negotiators, you’ll often hear them tell you “knowledge is power”. What they are talking about, in simple terms, is that the more that you know as you go into a negotiation, the better you can expect to do during the negotiations no matter what negotiation styles … Read moreIn Negotiating, It’s All About What You Know

When You Are Negotiating, You Get What You Ask For

When you are negotiating with someone, should you aim high and risk losing the deal or should you aim low and risk leaving money on the table? We’ve all heard the phrase “Ask for more and you’ll get more” right? However, in the world of high stakes negotiating with all of its negotiation styles and … Read moreWhen You Are Negotiating, You Get What You Ask For

It’s The Information That You Collect That Determines The Deal That You’ll Get

So what’s the key to conducting a successful negotiation? Is it knowing the negotiation styles and negotiating techniques that you are going to need to get what you want? Is it making sure that you have all of the time in the world so that you can wait the other side out? It turns out … Read moreIt’s The Information That You Collect That Determines The Deal That You’ll Get

How To Be A Successful Negotiator: Learn To Set Objectives

When we enter into a negotiation we need to know what we would like to get out of the negotiation. What this means is that we need to have objectives. Our objectives can come from many different places – ourselves, our boss, or another stakeholder. What’s important is that our objectives will drive the type … Read moreHow To Be A Successful Negotiator: Learn To Set Objectives

When You Negotiate On The Phone, You Always Need To Prepare

One of the nice things about being an adult who engages in negotiations is that we are not required to know everything. A negotiation is not like an 8th grade history test where we’re going to be expected to regurgitate everything that we know about what products Brazil exports. We get to use notes. However, … Read moreWhen You Negotiate On The Phone, You Always Need To Prepare