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 moreIs “Emotional Intelligence” An Important Negotiating Skill?
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 moreKeep Your Negotiation Moving By Making A Token Concession
If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them. We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, … Read moreWhat Role Does Trust Play In A Negotiation?
Every negotiation that we engage in is different. The other side of the table has their own set of goals that they want to accomplish and how they plan on going about achieving them can be different during each negotiation. Sometimes the other side may decide that they want to play hardball with us – … Read moreNegotiating The Hard Way
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
Everyone starts a negotiation with a goal in mind of what they’d like to be able to get out of the negotiation no matter what negotiation styles or negotiating techniques are involved. As the negotiation proceeds, both sides engage in give and take where they both make and receive concessions. As the negotiation proceeds forward, … Read moreA Checklist For Making Concessions In A Negotiation
I’m pretty sure that if there is one thing that we can all agree on, it’s that there never seems to be enough time to get our negotiations done. Sure, every negotiation seems to start out with enough time, but then all of a sudden after all of the negotiation styles and negotiating techniques have … Read moreThe Role That Time Plays In A Negotiation
If only we had the negotiation styles and negotiating techniques to put words in the mouth of the other side of the table during a negotiation! We can’t actually do this, so we spend a great deal of time looking for clever ways to get them to say the things that we want them to … Read moreHow To Get The Other Side To Say “Yes” During A Negotiation
In some negotiating circles, the word “concession” is a dirty word. It means to give in to the other side, to agree to do something that they want you to do. Those negotiators who believe in using their negotiation styles and negotiating techniques to achieve “winner takes all” don’t like this concept because they believe … Read moreThe Art Of Making “How” Concessions
When we enter a negotiation, all too often we are thinking about what we want to get no matter what negotiation styles or negotiating techniques are used. Perhaps what we really should be thinking about is what we are going to be willing to give. What we need to remember is that a negotiation always … Read moreUsing Concessions To Get The Deal That You Want