During A Negotiation, We Hear What We Want To Hear

How good are your ears? Do you feel that they are working the way that they should be? Do you think that you can hear what other people are saying? Can you hear this during a negotiation? I’d be willing to bet that most of us think that our ears work just fine while we … Read moreDuring A Negotiation, We Hear What We Want To Hear

What Parents Need To Know About Negotiating

When we think about negotiating, we often picture it happening in a business setting. On the table before us are things such a prices, delivery dates, and quantities. However, it turns out that we use our principled negotiation styles and negotiating techniques all the time and not always at work. As parents, we spend a … Read moreWhat Parents Need To Know About Negotiating

The Role That Identification And Morality Play In Negotiations

When we think about what it is going to take for us to be successful in our next negotiation, we often think that what we need to do is to master some more negotiation styles or negotiating techniques. It turns out that this is not the case. Instead, what we need to do is to … Read moreThe Role That Identification And Morality Play In Negotiations

How To Get The Other Side To Say “Yes” During A Negotiation

If only we had the negotiation styles and negotiating techniques to put words in the mouth of the other side of the table during a negotiation! We can’t actually do this, so we spend a great deal of time looking for clever ways to get them to say the things that we want them to … Read moreHow To Get The Other Side To Say “Yes” During A Negotiation

The Power Of Surprise In A Negotiation

If you were to ask professional negotiators what they really don’t like to happen during a negotiation, I’m pretty sure that they’d tell you that they don’t like surprises. When we enter into a negotiation, we have plans and we believe that we know how things are going to unfold in terms of negotiation styles … Read moreThe Power Of Surprise In A Negotiation

When You Are Negotiating, It’s Really All About Style

When we start a negotiation, we want things to go our way. The big question that we all wrestle with is just exactly how to make this happen? I believe that a lot of what determines how your next negotiation is going to turn out has to do with how the other side views you. … Read moreWhen You Are Negotiating, It’s Really All About Style

Tips For Negotiating With Someone Who Is In A Stronger Position Than You

I am always up for a fair fight. No matter if I’m watching a UFC match on TV or if I’m getting ready to go into my next negotiation, as long as the opponents are evenly matched, it’s really anyone’s fight no matter what negotiation styles or negotiating techniques are used. However, as I’m sure … Read moreTips For Negotiating With Someone Who Is In A Stronger Position Than You

How To Buy Yourself More Time During A Negotiation

Any negotiation can be a fast paced affair. The other side uses different negotiation styles and negotiating techniques to start to throw ideas and proposals at us one after another and we very quickly feel ourselves becoming overwhelmed. In order to prevent you from making a negotiating mistake, we need to come up with a … Read moreHow To Buy Yourself More Time During A Negotiation

Using Concessions To Get The Deal That You Want

When we enter a negotiation, all too often we are thinking about what we want to get no matter what negotiation styles or negotiating techniques are used. Perhaps what we really should be thinking about is what we are going to be willing to give. What we need to remember is that a negotiation always … Read moreUsing Concessions To Get The Deal That You Want

The Power Of Knowing When To Ask For Help During A Negotiation

As negotiators we like to think of ourselves as being “all knowing” and “invincible”. In fact, we’d really like the other side of the table to view us in that way no matter what negotiation styles or negotiating techniques are being used. However, the reality is that we really don’t know everything. In fact, not … Read moreThe Power Of Knowing When To Ask For Help During A Negotiation