How To Get The Other Side To Say “Yes” To Your Offer

April 20, 2018

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!When we are involved in a negotiation, we make proposals to the other side of the table. If they like our proposal, then they’ll agree to it and we can strike a deal with them. However, if they don’t like […]

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How Negotiators Can Deal With Change

April 13, 2018

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 […]

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What Should A Negotiator Do When The Price Goes Up?

April 6, 2018

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 […]

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What Long Term Relationships Mean To Negotiators

March 23, 2018

The exciting part of a negotiation is in the beginning. You know the part: everyone’s sitting at the same table, there are a number of different issues that have to be worked out, but everyone is eager to see if they are going to be able use their negotiation styles and negotiating techniques to reach […]

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How To Create A Deal That Satisfies Everyone

March 16, 2018

So it turns out that just negotiating a deal is not enough. Sure, you spent the time using all of your negotiation styles and negotiating techniques in order to get a deal that you can live with, but that’s not going to be what really matters. What matters is having the other side of the […]

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Negotiating Is All About Getting A Better Deal For Both Sides

March 9, 2018

When we are involved in a negotiation, all too often we approach it like a hunter would. We move into the territory, attempt to find a deal that will work for us, try to get it to show its head, and then we’ll shoot it when it’s in sight. Contrast this to a different approach […]

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In A Negotiation, Funny Money Is No Laughing Matter

March 2, 2018

If you think about it, money is sorta a strange thing. I mean, by itself it really does not have any value – it’s just ink printed on paper, a plastic credit card, or a blank check. However, because we’ve all agreed that indeed money does have a value and that we are willing to […]

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During A Negotiation It’s All About The Bargain

February 23, 2018

What do you think the other side of the table is looking to get out of their negotiation with you? A lower price? More quantity? Better delivery dates? These may all be true, but deep down inside what the other side wants to walk away from the table after all of the negotiation styles and […]

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How You Can Use Patience To Overcome A Deadline In A Negotiation

February 16, 2018

Every negotiation is a battle of wits between two sides. The other side needs you to do what they want you to do and so they’ll be trying to use a number of different negotiation styles and negotiating techniques to make this happen. One technique that they may try to use on you is to […]

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To Get The Deal That You Want, You’re Going To Have To Make Concessions

February 9, 2018

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 […]

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