Negotiators Need To Understand The Power Of “Fait Accompli”

June 8, 2018

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!I don’t know about you, but from my point-of-view it can take a very long time to negotiate certain things. You create your negotiating negotiation styles and negotiating techniques, spend your time talking with the other side for days, weeks […]

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Welcome To The World Of Lowballing

May 25, 2018

When we are negotiating with someone, there has to be a basic level of trust between both sides. If we can’t believe what they commit to, then we can’t commit to doing a deal with them. Likewise, they have to be able to believe that after all of the negotiation styles and negotiating techniques are […]

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In A Negotiation You Have To Be Wary Of Found Information

May 18, 2018

I think that we can all agree that what it takes to succeed in a negotiation is for you to have the information that you need. Now, it this was a perfect world, you’d have access to even more information – the secret stuff. You know what I’m talking about, the other side’s strategy planning […]

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Dealing With “What-If” During A Negotiation

May 11, 2018

The goal of any negotiation is to always be using our negotiation styles and negotiating techniques to keep things moving forward. We want to eventually be able to reach a deal with the other side. The only way that we’re ever going to be able to get there is if we can make progress on […]

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Dealing With The “Good Cop, Bad Cop” Tactic

May 4, 2018

When we are in a negotiation to sell something to the other side, we need to be aware of the fact that the buyer that we are dealing with has an extensive set of tactics that they can use in addition to negotiation styles and negotiating techniques. As negotiators it is going to be our […]

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Getting The Other Side To Accept Change In A Negotiation

April 27, 2018

As negotiators it is our job to make change happen as a result of our negotiation. The other side showed up with some expectations about how the negotiation was going to go and we’ll spend our time trying to use our negotiation styles and negotiating techniques to change their minds about this. However, even when […]

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

April 20, 2018

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 our proposal, then we’re going to have to spend some time in discussions with them […]

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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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