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

Master A Phone Negotiation Using A Checklist

Can you picture yourself talking on the phone? If you are like me, it’s generally a scene of mass confusion. Sure I’m talking on the phone, but there is a very good chance that I’m doing a number of other things at the same time. These can include walking / running to get to some … Read more Master A Phone Negotiation Using A Checklist

Traps Caused By Negotiating On The Telephone

Let’s face it – attempting to conduct a negotiation over the phone is really never a good idea. When we are negotiating face-to-face with someone, we are in control of the situation. We have our notes, we have our support staff, and we have the ability to look the other side of the table straight … Read more Traps Caused By Negotiating On The Telephone

In Negotiating, Loose Lips Sink Ships

Any negotiator knows that in a negotiation, information is power. The more information that you share with the other side of the table, the more power you are handing over to them. Just because you know this, does not necessarily mean that the rest of your team also understands it. As a negotiator, it’s your … Read more In Negotiating, Loose Lips Sink Ships

The Secret To Preparing For A Negotiation: POST

In order to be successful in your next negotiation, you are going to have to show up ready to do battle with the other side. The big question that most of us face when we are preparing for a negotiation is just exactly what should we be doing in order to get ready? I mean, … Read more The Secret To Preparing For A Negotiation: POST

The Power Of Bringing Documentation To A Negotiation

Guess what? You’ve been asked to participate in a negotiation. Great. Now what do you need to do in order to prepare for this negotiation? One thing that you are going to want to give some thought to is just exactly how you are going to be able to convince the other side of the … Read more The Power Of Bringing Documentation To A Negotiation

Getting The Information That You Need In Order To Prepare For A Negotiation

What we’d all like to have in our next negotiation is more control. The big question is how can get this? It turns out that the answer is fairly simple: we need to do a better job of preparing for the negotiation than the other side does. A big part of this preparation is obtaining … Read more Getting The Information That You Need In Order To Prepare For A Negotiation

What Does A Negotiating “Game Plan” Really Look Like?

Our goal for any negotiation that we participate in is to be able to walk away with the best deal possible no matter what negotiation styles or negotiating techniques were used.. However, all too often we go into a negotiation with no clear idea just exactly how we are going to achieve that goal. What … Read more What Does A Negotiating “Game Plan” Really Look Like?

In A Negotiation, It’s Not What You Know, But What People Think You Know

I wish that I could tell you that I know everything that has to be known in this world. However, the truth is that I actually know very little when you consider all that there is to know. What this means is that when I walk into a negotiation, I’m really at a bit of … Read more In A Negotiation, It’s Not What You Know, But What People Think You Know

The Power Of Actual Knowledge

Rarely do negotiations just happen. Instead, they are planned well in advance and you’ve got plenty of time to get ready to participate in them and to deal with all of the different negotiation styles and negotiating techniques that you’ll encounter. What this means for you as a negotiator is that you need to make … Read more The Power Of Actual Knowledge