Just Exactly How Do You Negotiate?

September 15, 2017

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!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 […]

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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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Three Ways To Get What You Want Out Of Your Next Negotiation

July 28, 2017

If we want to be successful in our next negotiation, then we are going to have to be able to view it as being a game. It’s only by being able to do this that we will bring to the table the flexibility to deal with all of the negotiation styles and negotiating techniques that […]

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The Secret To A Successful Negotiation: PPP

July 21, 2017

The trick to being successful in a negotiation is finding some way to get the other side to do what you want them to do for you. Although this is easy to say, it turns out that it’s actually quite difficult to do. We never want to go in to a negotiation blind and that’s […]

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Why Are Some Negotiations So Hard To Wrap Up?

July 14, 2017

Every time that we start a negotiation, we have the same hope: that we’ll be able to use our negotiation styles and negotiating techniques to quickly and efficiently get to the end of the negation and walk away with a deal that we can be proud of. However, all too often it seems like sometimes […]

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During A Negotiation, Why Is It So Hard To Get The Other Side To Change Their Mind?

June 30, 2017

As negotiators, it is our goal to get the other side of the table to do something for us. In order to make this happen, when we sit down at the negotiating table we’ll try to use both rational arguments and common sense to get them to see things our way. However, all too often […]

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