Success In Negotiating Has To Do With Your State Of Mind

February 10, 2017

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!Whenever we start a negotiation, we go into the negotiation with high hopes. We would like to be able to walk away from the discussions after all of the negotiation styles and negotiating techniques are over with the deal that […]

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How To Get The Other Side To Say “Yes” During A Negotiation

February 3, 2017

If only we had the negotiation styles and negotiating techniques to put words in the mouth of the other side of the table during a negotiation! We can’t actually do this, so we spend a great deal of time looking for clever ways to get them to say the things that we want them to […]

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In A Negotiation You Always Have To Be Looking For The Icebergs

January 27, 2017

When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple – the other side may […]

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What’s The Best Way To Start A Negotiation?

January 20, 2017

Negotiating is a tough job. Trying to determine how to start your next negotiation can be an even tougher job. There seems to be no limit to the number of different negotiation styles and negotiating techniques that we can use to start a negotiation. We can storm into the negotiating room, throw our things down […]

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The Art Of Making “How” Concessions

January 13, 2017

In some negotiating circles, the word “concession” is a dirty word. It means to give in to the other side, to agree to do something that they want you to do. Those negotiators who believe in using their negotiation styles and negotiating techniques to achieve “winner takes all” don’t like this concept because they believe […]

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How To Be A Successful Negotiator: Learn To Set Objectives

January 6, 2017

When we enter into a negotiation we need to know what we would like to get out of the negotiation. What this means is that we need to have objectives. Our objectives can come from many different places – ourselves, our boss, or another stakeholder. What’s important is that our objectives will drive the type […]

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How We View The Other Side Just Might Determine The Kind Of Deal We Reach

December 16, 2016

When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based on their appearance or how […]

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The Power Of Surprise In A Negotiation

December 9, 2016

If you were to ask professional negotiators what they really don’t like to happen during a negotiation, I’m pretty sure that they’d tell you that they don’t like surprises. When we enter into a negotiation, we have plans and we believe that we know how things are going to unfold in terms of negotiation styles […]

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What Characteristics Do All Successful Negotiators Have?

December 2, 2016

If there is one thing that I think that we’d all like to have then it is to be thought of as a ″successful negotiator″. We know that this is a good thing, but I’m not sure if we can tell someone what it means with 100% clarity. Is it based on negotiation styles and […]

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The #1 Way To Start A Negotiation

November 18, 2016

Whenever we sit down across the table from the other party, the big question that hangs in the air is just exactly how should we go about starting this negotiation? There are almost a countless number of possibilities here. However, if we want to be able to reach the deal that we desire with the […]

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