The Importance Of Trust In Any Negotiated Deal
In order for a negotiation to be successful, both sides have to trust each other and trust is something that negotiators have to work to build
concessions
Managing Your Anger While Negotiating
Negotiators need to understand that when they become angry during a negotiation it may change how they negotiate and how the other side negotiates with them
How Can Negotiators Build Trust During A Negotiation?
Negotiators need to understand that in order to be able to reach a deal with the other side, we need to first take steps to build trust with them
Tips On Avoiding Turf Battles When You Negotiate With Multiple Parties
Let’s face it – negotiating is not an easy thing to do. If you want to make it even harder, then instead of just negotiating with one party, invite multiple parties to the same negotiation. When this kind of negotiation is going on, turf battles – heated conflicts over territory, control, rights, or power -are … Read more
Four Ways To Use Concessions In Your Next Negotiation
As negotiators we understand that in order to get what we want out of a principled negotiation no matter what negotiation styles or negotiating techniques we are using we are going to have to make concessions to the other side. What we need to understand is how best to make concessions in order to allow … Read more
What Do We Need To Keep Secret During A Negotiation?
The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other side does not know and the purpose of a negotiation is to use your negotiation styles and negotiating techniques to exchange enough information so that both sides can agree on … Read more
How To Manage Expectations When You Are Negotiating
When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used? It … Read more
Does It Pay To Get Angry During A Negotiation?
I can only speak for myself, but I have no problem sharing with you that during a negotiation I can become very, very frustrated with how things are going. No matter if your negotiation styles and negotiating techniques are causing things to go too slow, go off in the wrong direction, or, even worse, not … Read more
Is “Emotional Intelligence” An Important Negotiating Skill?
One of the more popular phrases that has been used during the past few years has been “emotional intelligence”. This term first burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s book. Negotiation experts have predicted that scoring high on this personality trait would boost one’s negotiating outcomes and have … Read more
Keep Your Negotiation Moving By Making A Token Concession
As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read more