How To Use The Anchoring Bias To Get A Negotiation Off To A Good Start

The negotiator who makes the first offer often gets the better deal

In the world of negotiating there are number of classic questions that we all deal with each time we start a negotiation. One of the biggest is whether or not we should be the ones who make the first offer. The answer to this question is generally “yes” – lots of research has gone into … Read more How To Use The Anchoring Bias To Get A Negotiation Off To A Good Start

In A Negotiation, It’s Not What You Know, But What People Think You Know

I wish that I could tell you that I know everything that has to be known in this world. However, the truth is that I actually know very little when you consider all that there is to know. What this means is that when I walk into a negotiation, I’m really at a bit of … Read more In A Negotiation, It’s Not What You Know, But What People Think You Know

In A Negotiation, Legitimacy Is Not Always As It Seems

During a negotiation you always need to be asking yourself, what’s true and what’s not? You’d think that it would be easy to keep this kind of question in mind at all times; however, it turns out that it’s not. What can happen is that false legitimacy starts to creep into the negotiation and then … Read more In A Negotiation, Legitimacy Is Not Always As It Seems

Why Doubt Is A Good Thing For Negotiators To Have

As human beings, we are naturally inclined to believe what other people tell us. That’s how we make it through a day and that’s how we are able to get things done. Then there are negotiations. The other side of the table wants something from us and we can’t always be certain that they are … Read more Why Doubt Is A Good Thing For Negotiators To Have