The Power Of Commitment In A Negotiation

When you think about your next negotiation, what comes to mind? Do you see yourself locked into a small, hot room with the other side staring at each other over an old, battered wooden table using all of the negotiation styles and negotiating techniques that you know? If you do, then you are probably mistaken. … Read moreThe Power Of Commitment In A Negotiation

It’s The Information That You Collect That Determines The Deal That You’ll Get

So what’s the key to conducting a successful negotiation? Is it knowing the negotiation styles and negotiating techniques that you are going to need to get what you want? Is it making sure that you have all of the time in the world so that you can wait the other side out? It turns out … Read moreIt’s The Information That You Collect That Determines The Deal That You’ll Get

In A Negotiation You Always Have To Be Looking For The Icebergs

When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple – the other side may … Read moreIn A Negotiation You Always Have To Be Looking For The Icebergs

How To Be A Successful Negotiator: Learn To Set Objectives

When we enter into a negotiation we need to know what we would like to get out of the negotiation. What this means is that we need to have objectives. Our objectives can come from many different places – ourselves, our boss, or another stakeholder. What’s important is that our objectives will drive the type … Read moreHow To Be A Successful Negotiator: Learn To Set Objectives

Tips For Conducting High-Stress Negotiations

Not all negotiations are the same. Some can make you feel a great deal of stress: perhaps large financial terms are being negotiated or a big business deal is being put together. When your stress level goes up, a different style of negotiating is called for. It’s All About The Big Picture The last thing … Read moreTips For Conducting High-Stress Negotiations

Power Questions That Every Sales Negotiator Must Ask

We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position to get more of what they want out of the negotiations. However, do you know how to check your power before you enter into a negotiation? I know the questions … Read morePower Questions That Every Sales Negotiator Must Ask