When we picture ourselves in a negotiation, we often see ourselves using our negotiation styles and negotiating techniques to make a point. Or perhaps at the board drawing out a scenario. Or maybe even handing papers to the other side for them to review. What we don’t often see is ourselves on the defensive. However, … Read moreHow To Defend Yourself During A Negotiation
When we enter into a negotiation, we’d like to think that our minds are clear and that we are gong to be able to think systematically throughout the negotiations as we use our negotiation styles and negotiating techniques. However, all too often it turns out that we are being affected by bias that can change … Read moreThe Problem With Cognitive Bias During A Negotiation
As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read moreKeep Your Negotiation Moving By Making A Token Concession
In the world of negotiating no matter what negotiation styles or negotiating techniques are being used, there is one thing that we can all count on eventually encountering: threats. The threats that we’re going to run into can take on many different forms. The other side of the table may threaten to walk away, file … Read moreHow To Deal With Threats During A Negotiation
Just exactly how important is honesty when it comes to negotiating? Sure we’d like to always be able to tell the truth, but sometimes it sure seems like it would make life just a little bit easier if we either didn’t say something or if we bent the truth just a bit. Likewise, can we … Read moreWhy Is Sincerity Important In A Negotiation?
I think that we can all agree that what it takes to succeed in a negotiation is for you to have the information that you need. Now, it this was a perfect world, you’d have access to even more information – the secret stuff. You know what I’m talking about, the other side’s strategy planning … Read moreIn A Negotiation You Have To Be Wary Of Found Information
I often like to think about a negotiation as being very similar to being the pilot of an airplane. In order to keep the airplane flying, or for that matter to have any hope of landing it, you’ve got a lot of work to do. You have to make sure that the plane is going … Read moreHow Negotiators Can Deal With Change
The one thing that just about any negotiator does not want to have to deal with during a negotiation is a price increase. Look, it’s hard enough to hold our position with the price that our product or service has right now, let alone having to deal with a 5%, 10%, or even higher price … Read moreWhat Should A Negotiator Do When The Price Goes Up?
As we prepare to start our next negotiation, more often than not we are focused on what we think that all of our negotiation styles and negotiating techniques are going to be help us to get the deal that we want from the other side of the table. This is a valid thought; however, it’s … Read moreTo Get The Deal That You Want, You’re Going To Have To Make Concessions
When we think about getting ready for our next negotiation, what do we really spend our time thinking about? We probably review all of the negotiation styles and negotiating techniques that we plan on using and that we expect the other side to try to use against us. Hopefully we’ll also spend some time taking … Read moreWhat Does The Other Side Want In A Negotiation?