Three Ways Buyers Try To Get A Lower Price From Sellers

December 8, 2017

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!When we have something to sell, we end up working with a buyer sitting on the other side of the table from us. That person has one job in the world – use negotiation styles and negotiating techniques to get […]

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During A Negotiation, We Hear What We Want To Hear

December 1, 2017

How good are your ears? Do you feel that they are working the way that they should be? Do you think that you can hear what other people are saying? Can you hear this during a negotiation? I’d be willing to bet that most of us think that our ears work just fine while we […]

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Every Negotiation Is All About Time

November 17, 2017

So what’s your goal for your next negotiation? If I was going to hazard a guess, I’d be willing to bet that in one way shape or form you are going to be trying to maximize the amount of money that you walk away from the table with no matter what negotiation styles or negotiating […]

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In Negotiating, It’s All About What You Know

November 10, 2017

If you have a chance to talk with experienced negotiators, you’ll often hear them tell you “knowledge is power”. What they are talking about, in simple terms, is that the more that you know as you go into a negotiation, the better you can expect to do during the negotiations no matter what negotiation styles […]

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Using The Power Of Legitimacy In A Negotiation

November 3, 2017

It’s actually sorta interesting. As negotiators we go into a negotiation expecting to use our negotiation styles and negotiating techniques to have an extended discussion with the other side regarding the deal that is on the table before us. Depending on what is at stake, these discussions may continue for quite some time and may […]

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When You Negotiate, You’re Taking A Risk

October 27, 2017

A quick show of hands please: who among us likes taking risks? Hmm, not very many hands are up. That’s pretty much par for the course. However, no matter what negotiation styles or negotiating techniques are being used, risk plays a big part in every negotiation that we take part in. In fact, risk is […]

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The Power Of Woo When It Comes Time To Negotiate

October 20, 2017

It pretty much goes without saying that our goal in any negotiation is to find a way to convince the other side of the table to do what we want them to do. During a negotiation we may try to use different negotiation styles and negotiating techniques, but in the end what we really need […]

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

October 13, 2017

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 parts to what kind of deal we can expect to walk away with. However, there […]

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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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