The Role Of Legitimacy In A Negotiation

May 19, 2017

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!Everybody likes a bit of stability in their lives. As negotiators we enjoy having some stability in our negotiations no matter what negotiation styles or negotiating techniques are being used. However, we can run into problems when manifestations of control […]

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Where Does Power Come From In A Negotiation?

May 12, 2017

What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing, but one of the most important is to take a careful inventory of all of the “power assets” that will be potentially available to both sides during the negotiation. The […]

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Successful Negotiating Is All About Believing

May 5, 2017

As we prepare for our next negotiation, we go through a mental checklist of all of the things that we need to do. We make sure that we know who we’ll be negotiating with, we make sure that we understand the issues that will be discussed and we know which ones are the most important […]

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Playing With Power: How To Use It And Not Get Used By It

April 28, 2017

Who gets what out of a negotiation is often determined not by what negotiation styles or negotiating techniques are being used but rather by who has the most power. This is actually sort of an amusing thing because of the very nature of power – we can’t see it, we don’t know who has it […]

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How To Get The Other Side To Tell You What You Need To Know

April 21, 2017

I’m all about doing my homework before I start a negotiation. I’ll have a talk with Google, call up people that the other side of the table have negotiated with in the past, and I’ll study the issues that we’ll be discussing. However, no matter how good of a job that I do in preparing […]

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The Challenge Of Getting Accurate Information In A Negotiation

April 7, 2017

If you want to have any hope of getting the deal that you are seeking out of your next negotiation, then you’re going to need some information in order to be able to make the right decisions. Yes, you’ll need to do some homework and see what you can find out about the other side […]

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What Are The Attributes Of A Good Negotiator?

March 31, 2017

Not everyone is cut out to become a negotiator. There is a certain set of skills that every negotiator needs to have and not everyone has them. Even those of us who find ourselves doing this type of thing for a living realize that there is a certain set of skills along with knowledge of […]

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It’s The Information That You Collect That Determines The Deal That You’ll Get

March 24, 2017

So what’s the key to conducting a successful negotiation? Is it knowing the negotiation styles and negotiating techniques that you are going to need to get what you want? Is it making sure that you have all of the time in the world so that you can wait the other side out? It turns out […]

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Negotiating Is All About Satisfaction

March 17, 2017

So just exactly what is the goal of your next negotiation going to be? Sure, after all of the negotiation styles and negotiating techniques are over and done with you’d like to be able to walk away from the bargaining table with the deal that you are looking for, but what is it going to […]

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Successful Negotiating Always Involves Giving

March 10, 2017

I can only speak for myself, but when I think about negotiating, I often think about taking. What can I get from the other side? What negotiation styles or negotiating techniques can I use to I talk them into giving up more concessions to me? However, it turns out that I (and a lot of […]

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