What Does The Other Side Want In A Negotiation?

January 26, 2018

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!When we think about getting ready for our next negotiation, what do we really spend our time thinking about? We probably review all of the negotiation styles and negotiating techniques that we plan on using and that we expect the […]

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Stop Saying Dumb Things During Your Negotiations!

January 19, 2018

A lot of times when we look back over a negotiation that we’ve participated in, we’ll try to determine where things went wrong. How did a negotiation that was supposed to be simple suddenly become so hard? We might want to think that the negotiation styles and negotiating techniques that the other side put them […]

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What Will It Take To Make The Other Side Feel Satisfied?

January 12, 2018

As we prepare for our next negotiation with all of its negotiation styles and negotiating techniques, it can be all too easy for us to focus on what we want to get out of the negotiation. I mean, that’s really why we’re going to go to the effort of participating, right? It turns out that […]

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A Negotiator’s Greatest Friend Is Time

December 22, 2017

The goal of any negotiation is for us to be able to walk away with the deal that we wanted to get no matter what negotiation styles or negotiating techniques were used. The trick, as we all know, is just exactly how to go about making this happen. It turns out that if we want […]

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Using Countermeasures During A Negotiation

December 15, 2017

When we are negotiating with someone, we need to understand that in addition to a number of different negotiation styles and negotiating techniques they are going to be using tactics to get what they want out of the negotiations. As a negotiator, you need to be able to recognize when they are using tactics, you […]

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Three Ways Buyers Try To Get A Lower Price From Sellers

December 8, 2017

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 us to lower our price and throw in as many concessions as they can possibly […]

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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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