Getting Better Agreements By Using Design Deals

Don’t make the mistake of leaving deal design decisions to chance in your negotiation

When you are in the middle of a negotiation, how do decisions get made? All too often a lot of us end up leaving these types of decisions up to chance no matter what negotiation styles or negotiating techniques we are using. These decisions can take on a lot of different disguises including if we … Read moreGetting Better Agreements By Using Design Deals

Tips For Closing A Negotiation Faster

As negotiators we are always under pressure by our management to “close the deal”. I think that we are open to wrapping up our current negotiation as quickly as possible. However, we face a number of issues in trying to accomplish this no matter what negotiation styles or negotiating techniques we use. For a number … Read moreTips For Closing A Negotiation Faster

What Long Term Relationships Mean To Negotiators

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 they are going to be able use their negotiation styles and negotiating techniques to reach … Read moreWhat Long Term Relationships Mean To Negotiators

What Should A Negotiator Do AFTER The Negotiation Is Over?

Yea! The negotiation is over and done with (or at least this meeting that is a part of the negotiations is done with) and the negotiation styles and negotiating techniques have all been put away. Now you can go home, put your feet up, and relax until the next meeting. Hold on – it turns … Read moreWhat Should A Negotiator Do AFTER The Negotiation Is Over?

Why You Don’t Know What The Other Side Doesn’t Know

The trick to doing well at your next negotiation is to know who knows what no matter what negotiation styles or negotiating techniques are being used. Or another way of saying that is you want to fully understand what the other side of the table does not know. Hmm, this is all getting rather confusing. … Read moreWhy You Don’t Know What The Other Side Doesn’t Know

Negotiators Know To Never Take Things At Face Value

Ah trust. It’s one of the little things that allows us to interact with people every day – we assume that they will do what they promise to do and likewise the people that we interact with assume that we’ll keep our word. You would think that going into a negotiation, there would need to … Read moreNegotiators Know To Never Take Things At Face Value

How “The Switch” Can Trip Up Even The Best Negotiator

Thank goodness that negotiation is over! All of the use of different negotiation styles and negotiating techniques is now done. Finally, you’ve been able to reach an agreement with the other side of the table and you even shook hands on the deal that you’ve negotiated. Your job is done. Or is it? It turns … Read moreHow “The Switch” Can Trip Up Even The Best Negotiator

All Sales Negotiators Need To Know That Numbers Lie

There is something almost magical about hard numbers: we all seem to assume that they are correct when we are presented with them during negotiations. However, I want you to think back to when you were in school and you were working on your math homework. Did you always come up with the right answer … Read moreAll Sales Negotiators Need To Know That Numbers Lie