In A Negotiation, Information Is Power

Every negotiation is about power. Who has it, who wants it, and where did it all go. As negotiators, we are always looking for negotiation styles and negotiating techniques that we can use to become more powerful. It turns out that there is one simple way that we can make this happen: get more information. … Read more In A Negotiation, Information Is Power

Let Mr. Zipf Help You Win To Your Next Negotiation

Ok, so I admit it, “win” is generally not a term that we are supposed to use when talking about a negotiation. Remember, it’s not about winning or losing a negotiation, but rather how you play the game. However, let’s say that what I really mean is that no matter what negotiation styles or negotiating … Read more Let Mr. Zipf Help You Win To Your Next Negotiation

Planning Negotiations With Multiple Parties

Although we can spend a lot of time talking about the best negotiation styles and negotiating techniques to use during a negotiation, sometimes just getting the appropriate parties together can be the biggest challenge of all. We live in busy times and the more people that have to be involved in a negotiation, the more … Read more Planning Negotiations With Multiple Parties

How To Use The Critical Path Tool In Your Next Negotiation

As negotiators we are always looking for a better way to conduct our next negotiation. What we’re looking for is are things like negotiation styles or negotiating techniques that we can use to gain the upper hand during the negotiation. It turns out that one of most powerful tools that we can use is something … Read more How To Use The Critical Path Tool In Your Next Negotiation

How Negotiators Can Make Ziff’s Principle Work For Them In A Negotiation

Can we all agree that negotiations are complicated things? I mean, just think about all of the work that you put into preparing for you last negotiation – you did put in a lot of work preparing, didn’t you? It turns out that there’s been some very fascinating research done about how much effort people … Read more How Negotiators Can Make Ziff’s Principle Work For Them In A Negotiation

What Negotiators Need To Know About Schmoozing

Psst. Would you like to know a secret? It turns out no matter what negotiation styles or negotiating techniques are used in a negotiation, you can ensure that you’ll get what you want even before the negotiation starts. Do I have your interest now? This is going to take some work on your part, but … Read more What Negotiators Need To Know About Schmoozing

Have You Done Your Homework Negotiator?

If you think of a negotiation as a process that flows from beginning to end, then the first part of the process has to be preparation. We all know that it is not necessary to prepare for a negotiation – we probably know people who have just jumped into a negotiation without properly preparing (perhaps … Read more Have You Done Your Homework Negotiator?

3 Secrets That You Must Get The Other Negotiator To Reveal To You

Every negotiation has its share of secrets. You know things that you don’t want the other side of the table to know and they know things that they don’t want you to know – that’s why we all use so many different negotiation styles and negotiating techniques. It’s your job as a negotiator to find … Read more 3 Secrets That You Must Get The Other Negotiator To Reveal To You

Are You Negotiating With The Right Person?

Quiz: what is the purpose of any negotiation? Answer: to reach a deal with the other side. Now, if that’s your goal, then no matter what negotiation styles or negotiating techniques are used during the negotiations, the other side has to be in a position to agree to implement whatever deal you reach, right? If … Read more Are You Negotiating With The Right Person?

Why You Don’t Know What The Other Side Doesn’t Know

The trick to doing well at your next negotiation is to know who knows what no matter what negotiation styles or negotiating techniques are being used. Or another way of saying that is you want to fully understand what the other side of the table does not know. Hmm, this is all getting rather confusing. … Read more Why You Don’t Know What The Other Side Doesn’t Know