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The Role Of Anchoring Bias In A Negotiation

Anchors can change how a negotiation turns out

If ever there was a fundamental question in negotiation, it would probably not be which negotiation styles or negotiating techniques to use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the first offer” question. For […]

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The Art Of Dealing With A Sole Supplier

If you view starting a negotiation as going into battle, then you’d like to be able to start things off being balanced. Neither side should have too much of an advantage, both should show up ready to do battle on a level playing field using their own set of negotiation […]

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Negotiating The Hard Way

Every negotiation that we engage in is different. The other side of the table has their own set of goals that they want to accomplish and how they plan on going about achieving them can be different during each negotiation. Sometimes the other side may decide that they want to […]

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What Is Your “Vision” During A Negotiation?

Have you ever wrapped up a negotiation that didn’t end in a deadlock and yet still you felt disappointed? There is a very good possibility that what has happened here is that you entered into that negotiation without knowing what your bottom line vision was. For you see, if you […]

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How To Use The Critical Path Tool In Your Next Negotiation

As negotiators we are always looking for a better way to conduct our next negotiation. What we’re looking for is are things like negotiation styles or negotiating techniques that we can use to gain the upper hand during the negotiation. It turns out that one of most powerful tools that […]

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How To Successfully Close A Negotiation

Who among us doesn’t like to negotiate? I mean just try to picture the rush of energy that you feel as you sit down to a negotiation. Ponder the clever tactics that you’ll get to use. Imagine the artful negotiation styles and negotiating techniques that the other side may use […]

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Invite A Good Cop / Bad Cop To Your Next Negotiation

How does the other side of the table see you during a negotiation? Do you come across as being a nice guy? How’s that going for you – are your negotiations turning out the way that you want them to, or are the negotiation styles and negotiating techniques that you’ve […]

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