What Long Term Relationships Mean To Negotiators

March 23, 2018

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

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How To Create A Deal That Satisfies Everyone

March 16, 2018

So it turns out that just negotiating a deal is not enough. Sure, you spent the time using all of your negotiation styles and negotiating techniques in order to get a deal that you can live with, but that’s not going to be what really matters. What matters is having the other side of the […]

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Negotiating Is All About Getting A Better Deal For Both Sides

March 9, 2018

When we are involved in a negotiation, all too often we approach it like a hunter would. We move into the territory, attempt to find a deal that will work for us, try to get it to show its head, and then we’ll shoot it when it’s in sight. Contrast this to a different approach […]

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In A Negotiation, Funny Money Is No Laughing Matter

March 2, 2018

If you think about it, money is sorta a strange thing. I mean, by itself it really does not have any value – it’s just ink printed on paper, a plastic credit card, or a blank check. However, because we’ve all agreed that indeed money does have a value and that we are willing to […]

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During A Negotiation It’s All About The Bargain

February 23, 2018

What do you think the other side of the table is looking to get out of their negotiation with you? A lower price? More quantity? Better delivery dates? These may all be true, but deep down inside what the other side wants to walk away from the table after all of the negotiation styles and […]

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How You Can Use Patience To Overcome A Deadline In A Negotiation

February 16, 2018

Every negotiation is a battle of wits between two sides. The other side needs you to do what they want you to do and so they’ll be trying to use a number of different negotiation styles and negotiating techniques to make this happen. One technique that they may try to use on you is to […]

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To Get The Deal That You Want, You’re Going To Have To Make Concessions

February 9, 2018

As we prepare to start our next negotiation, more often than not we are focused on what we think that all of our negotiation styles and negotiating techniques are going to be help us to get the deal that we want from the other side of the table. This is a valid thought; however, it’s […]

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What Does It Take To Feel Good About A Negotiation?

February 2, 2018

So here’s an interesting question for you: what is the goal of your next negotiation. Yes, yes, I know that you want to walk away from the table with a good deal (and so does the other side), but is that really your goal for the negotiations? Do you think that it would be possible […]

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What Does The Other Side Want In A Negotiation?

January 26, 2018

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 other side to try to use against us. Hopefully we’ll also spend some time taking […]

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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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