A Checklist For Preparing For Your Next Negotiation

To get the deal that you want, you need to go in prepared

When it comes time for your next negotiation, will you do the most important thing to get ready? You know what I’m talking about – prepare! One of the biggest mistakes that negotiators make over and over again doesn’t have anything to do with their negotiation styles or negotiating techniques, instead it has to do … Read more

Just Exactly What is A Negotiation?

Negotiators need to learn the building blocks of negotiation business skills

We all know that it is tough to do a good job of negotiating a deal. In fact, many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives in many different forms during which we all use many … Read more

What Should Be On Your Negotiation Checklist?

Negotiators who go into a negotiation well prepared both create and claim value

As negotiators, every time that we enter into a negotiation we hope to be able to use our negotiation styles and negotiating techniques to walk away with a deal that we can live with. However, in order for that to happen we have to have taken the time to prepare for the negotiation. All too … Read more

How To Claim Your Fair Share In Your Next Negotiation

You need to claim your fair share during your next negotiation

Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more

The Top 10 Skills Every Negotiator Needs To Have

Negotiators need to have these skills in order to get the deals that they want

As negotiators, our goal whenever we are starting a negotiation is to find a way to get the best deal possible. This is not always an easy thing to make happen. The best negotiators are the ones who can use their negotiation styles and negotiating techniques to both create value during the negotiation and then … Read more

How To Use Price Anchoring In Your Next Negotiation

Price anchoring strategies can make or break your next negotiation

When we are involved in a negotiation that involves prices, we need to keep in mind that no matter what negotiation styles or negotiating techniques are being used, it’s the first number that either side presets that will play an important determining factor in how the rest of the negotiation goes. It turns out that … Read more

How To Create Mutually Beneficial Agreements During A Negotiation

A mutually beneficial agreement is all about creating and claiming value

It goes without saying that when we sit down at the negotiating table, both sides have a different view of the world. We both want something and in order to get what we want, the other side is going to have to be willing to give something up. The fact that we all have different … Read more

Three Reasons Why Your Next Negotiation Could Fail

Every negotiation comes with its own set of potential pitfalls

Not every negotiation that we are involved in will work out for us. In fact, some of them will fail. When we think of failed negotiations, generally we picture negotiators walking away from the table in disappointment. It turns out that that’s only one type of disappointing negotiation. It turns out that there is another … Read more

Is “Lose-Lose” The Right Way To Conduct A Negotiation?

Sometimes we have to lose something to gain a closer relationship

When we negotiate, it’s all about winning. Our goal is to use our negotiation styles and negotiating techniques to create a deal that the other side will agree with and which is a win for us. We can define a “win” in a lot of different ways: a lower price, a higher price, more time … Read more

What Is The Best Way To Use A BATNA During A Negotiation?

Know the bargaining tips that will help you make the most of your BATNA, or best alternative to a negotiated agreement.

If we want to become better negotiators, how can we go about doing this? It turns out that the best bargaining tips should offer ways to enhance your bargaining power in negotiation no matter what negotiation styles or negotiating techniques are being used. If we want to make this happen, then we must cultivate a … Read more