Things That Can Trip Up A Negotiation At The Last Minute

We’ve all been there. We’ve been working on a negotiation with the other side for what now seems like forever. We’ve worked our way through issue after issue using all of our negotiation styles and negotiating techniques and we now believe that they’ve all been resolved to both side’s satisfaction. Both sides have been careful […]

Negotiators Need To Understand The Power Of “Fait Accompli”

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 or even months and then when all is over and done with, with a little […]

The Secret To A Successful Negotiation: PPP

The trick to being successful in a negotiation is finding some way to get the other side to do what you want them to do for you. Although this is easy to say, it turns out that it’s actually quite difficult to do. We never want to go in to a negotiation blind and that’s […]

Negotiators Need To Master The Art Of Nibbling

So there is a very interesting question that all too often I think that we negotiators just don’t take the time to answer: when is a negotiation over? Your gut reaction is probably to say when the negotiation styles and negotiating techniques have been put away and the deal has been signed by both sides […]

Negotiating With Iran: How Was A Deal Reached?

It is through negotiation that the impossible can be made possible no matter what negotiation styles or negotiating techniques are being used. A deal has been brokered between Iran and the rest of the world in regards to their work on creating an atomic bomb. For more than a decade Iran has been willing to […]

4 Ways That Negotiators Can Use A Deadline To Get What They Want

Life is filled with deadlines and negotiations are no different. What this means for us negotiators is that we need to find a way to make deadlines work for us, not against us. In order to make this happen, we need to know just a bit about how deadlines work and I know 4 ways […]

Negotiators Need To Know: When Is A Negotiation Truly Over?

I believe that we can all recognize when a negotiation starts. It might even be possible to recognize when a negotiation is about half-way through – some issues have been resolved, more remain to be discussed. However, push aside all of the negotiation styles and negotiating techniques that are involved in a negotiation and one […]

How Negotiators Prepare To Handle The “Deal Killers”

During a negotiation there comes a time when you believe that you can see beyond the negotiation styles and negotiating techniques and start to see the end of the negotiation. Both sides of the table have been going back and forth for a while and it’s starting to look like you are going to be […]

Almost There: How To Move Towards The Close Of A Negotiation

Do you remember that scene early on in the movie Star Wars when Ben Kenobi tells the Imperial Troopers that “…these are not the droids that you are looking for…” and then they walk away? It is exactly that kind of mind control that negotiators wish that they had when it comes time to wrap […]

Sales Negotiators Need To Know When Done Is Done

Thank goodness, you’ve finally reached an agreement with the other side of the table. That means that the negotiations are now done and both sides can put their negotiation styles and negotiating techniques away. Well, maybe not quite. If you haven’t nailed down just exactly what “done” means, then you’re not done yet. The Problem […]