Do Token Concessions Really Work?
Negotiators need to understand that if they use token concessions during a negotiation, then they can get the other side to make more concessions
concession
How To Go About Making Concessions In Your Next Negotiation
Negotiators need to understand that making concessions during a negotiation is important
What’s The Best Way To Make A Concession During A Negotiation?
Negotiators need to understand how to go about making concessions during a negotiation in order to get the maximum value for what they give up
What Should Negotiators Do When The Good Cop / Bad Cop Shows Up?
Ah, the good cop / bad cop tactic. You know, we’ve seen this used in so many different TV shows and movies that you would sorta think that everyone would recognize it when it was being used on them by now. However, that’s where you would be wrong. It turns out that this tactic is … Read more
Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy
In the world of negotiating, despite all of the different principled negotiation styles and negotiating techniques that get used, there are a number of tactics that have achieve classic status. One such technique is called the “good cop / bad cop” approach. You’ll encounter this when you sit down to negotiate and one member of … Read more
How To Avoid Reaching An Impasse During A Negotiation
The reason that we enter into a negotiation is because we want to be able to use our negotiation styles and negotiating techniques to reach a deal with the other side. The challenge that we have is that what we want and what they want may be two very different things. The whole purpose of … Read more
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 more
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 more
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 more
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 more