How To Get The Other Side To Say “Yes” To Your Offer

When we are involved in a negotiation, we make proposals to the other side of the table. If they like our proposal, then they’ll agree to it and we can strike a deal with them. However, if they don’t like our proposal, then we’re going to have to spend some time in discussions with them … Read moreHow To Get The Other Side To Say “Yes” To Your Offer

To Get The Deal That You Want, You’re Going To Have To Make Concessions

As we prepare to start our next negotiation, more often than not we are focused on what we think that all of our negotiation styles and negotiating techniques are going to be help us to get the deal that we want from the other side of the table. This is a valid thought; however, it’s … Read moreTo Get The Deal That You Want, You’re Going To Have To Make Concessions

The Power Of Surprise In A Negotiation

If you were to ask professional negotiators what they really don’t like to happen during a negotiation, I’m pretty sure that they’d tell you that they don’t like surprises. When we enter into a negotiation, we have plans and we believe that we know how things are going to unfold in terms of negotiation styles … Read moreThe Power Of Surprise In A Negotiation

How Negotiators Can Deal With “Scrambled Eggs”

If you ever take a look at the types of people who are attracted to the negotiating profession, you’ll find that they normally share a great deal in common. Specifically, these are people who like things to be nice and neat. Everything has a place for them. What they really don’t like is chaos. That’s … Read moreHow Negotiators Can Deal With “Scrambled Eggs”

Good Negotiators Know To Always Keep A Door Open

What’s your approach to negotiation styles and negotiating techniques? Are you an “all in” sort of person? Are you out to “win” this negotiation no matter what the cost to either you or the other side turns out to be? I’ve got some issues with negotiators who take that position, but if this is the … Read moreGood Negotiators Know To Always Keep A Door Open

The Power Of Favors During A Negotiation

In a negotiation we want the other side of the table to make concessions to us so that we can get what we need out of the negotiations. However, in all honesty, no matter what negotiation styles or negotiating techniques we use, they probably are really not all that motivated to give us the concessions … Read moreThe Power Of Favors During A Negotiation

4 Ways That Negotiators Can Use A Deadline To Get What They Want

Life is filled with deadlines and negotiations are no different. What this means for us negotiators is that we need to find a way to make deadlines work for us, not against us. In order to make this happen, we need to know just a bit about how deadlines work and I know 4 ways … Read more4 Ways That Negotiators Can Use A Deadline To Get What They Want

To Be A Successful Negotiator, You Need To Know The Other Side’s Story

As we prepare for a negotiation, it can be very easy to focus on the wrong thing. We think about the negotiation styles and negotiating techniques that we plan on using during the negotiations and we forget that what is really important is sitting on the other side of the table from us. The other … Read moreTo Be A Successful Negotiator, You Need To Know The Other Side’s Story

To Prepare For The Future, You Need To Learn To Delight Your Customer

Just exactly what will it take to make your next negotiation a success? Sorry about this, but it’s not going to be the negotiation styles or negotiating techniques that you use. If we keep in mind the cardinal rule of negotiating that each negotiation is just a single step along a path with the other … Read moreTo Prepare For The Future, You Need To Learn To Delight Your Customer

Almost There: How To Move Towards The Close Of A Negotiation

Do you remember that scene early on in the movie Star Wars when Ben Kenobi tells the Imperial Troopers that “…these are not the droids that you are looking for…” and then they walk away? It is exactly that kind of mind control that negotiators wish that they had when it comes time to wrap … Read moreAlmost There: How To Move Towards The Close Of A Negotiation