The 4 Types Of Commitment You Have To Bring To A Negotiation

October 13, 2017

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!As negotiators we understand that a great deal of what it takes to be successful in a negotiation resides in our head. How we view the negotiation, how we view the other side of the table, etc. are all key […]

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One Source Of Power For You In A Negotiation: Your Competition

October 5, 2017

One of the biggest challenges that we all face when we are negotiating is not the negotiation styles or negotiating techniques that will be used, but rather the simple fact that the people that we are negotiating with have other options. If they don’t like what we have to offer to them, then they can […]

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It’s Power That Drives A Negotiation

September 29, 2017

When I’m working with negotiators who are just starting out, I’m often asked the question “how can I win a negotiation?” Outside of the obvious issue with “winning” a negotiation, the question is actually a fairly good question. What my students are really asking me is what they can do in order to make sure […]

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When You Are Negotiating, You Get What You Ask For

September 22, 2017

When you are negotiating with someone, should you aim high and risk losing the deal or should you aim low and risk leaving money on the table? We’ve all heard the phrase “Ask for more and you’ll get more” right? However, in the world of high stakes negotiating with all of its negotiation styles and […]

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Just Exactly How Do You Negotiate?

September 15, 2017

Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how […]

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False Assumptions That Hold You Back In A Negotiation

September 1, 2017

Every time we show up for a negotiation, we are bringing something along with us that we really should not be bringing and I’m not talking about negotiation styles or negotiating techniques. What is this you ask? Assumptions. For a wide variety of reasons, we’ve all come up with a list of assumptions about the […]

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Negotiating Is A Mental Game

August 25, 2017

When we are preparing to negotiate, we tend to focus on the things that we can see such as the negotiation styles and negotiating techniques that we’ll be using. However, it turns out that in order to be successful in a negotiation a great deal relies on what is going on inside of our heads […]

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What Parents Need To Know About Negotiating

August 18, 2017

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 […]

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The Role That Identification And Morality Play In Negotiations

August 11, 2017

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 […]

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How To Change People’s Behavior During A Negotiation

August 4, 2017

As I write this article, I read in the paper today that North Korea has broken off communications with the United States. The reason that they stopped talking to us is because the U.S. has been taking actions to cut off North Korea’s leader’s access to international funds which he uses to purchase luxury items. […]

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