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How To Use The Right of First Refusal To Create Better Deals

There are some negotiating situations that we can find ourselves in that are trickier than other. For example, if you were negotiating the lease of a warehouse for yourself but you though that someone else might come along in the future and offer to pay more than you to the […]

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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 […]

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Getting The Other Side To Accept Change In A Negotiation

As negotiators it is our job to make change happen as a result of our negotiation. The other side showed up with some expectations about how the negotiation was going to go and we’ll spend our time trying to use our negotiation styles and negotiating techniques to change their minds […]

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In Negotiating, It’s All About What You Know

If you have a chance to talk with experienced negotiators, you’ll often hear them tell you “knowledge is power”. What they are talking about, in simple terms, is that the more that you know as you go into a negotiation, the better you can expect to do during the negotiations […]

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One Source Of Power For You In A Negotiation: Your Competition

One of the biggest challenges that we all face when we are negotiating is not the negotiation styles or negotiating techniques that will be used, but rather the simple fact that the people that we are negotiating with have other options. If they don’t like what we have to offer […]

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Just Exactly How Do You Negotiate?

Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are […]

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False Assumptions That Hold You Back In A Negotiation

Every time we show up for a negotiation, we are bringing something along with us that we really should not be bringing and I’m not talking about negotiation styles or negotiating techniques. What is this you ask? Assumptions. For a wide variety of reasons, we’ve all come up with a […]

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How To Win A Race When You’re Not The Fastest Runner

Sales negotiators are often our own worst enemies. So much of what it takes to have a successful negotiation depends on your mental state going into the negotiation that if you don’t believe that you can close this deal, then I’ve got some bad news for you – you probably […]

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