Why Changing Your Mind During A Negotiation Is A Bad Thing

In this world in which we all live, it turns out that pretty much nothing is ever set in stone. In a negotiation, we tend to forget this basic fact. We work with the other side to find agreement on the individual issues that make up that which is being negotiated. Once an agreement on […]

Negotiators Want To Know: Are There Any Rules In Negotiations?

Can you lie during a negotiation? That’s actually a really good question that every negotiator needs to find their own answer for. It sure would help if there were some rules that we knew that everyone was going to follow during a negotiation regarding which negotiation styles or negotiating techniques were permitted. This leads us […]

Negotiators Need To Know: When Is A Negotiation Truly Over?

I believe that we can all recognize when a negotiation starts. It might even be possible to recognize when a negotiation is about half-way through – some issues have been resolved, more remain to be discussed. However, push aside all of the negotiation styles and negotiating techniques that are involved in a negotiation and one […]

Negotiators Need To Know How Much Of A Contract Needs To Be Enforced

Can I tell you something? Can you keep a secret? Contacts are boring. Not only are they that, but generally speaking they are both long and boring. That’s why it can be very easy for negotiators to not pay a great deal of attention to exactly what is in a contact and it turns out […]

Negotiators Know That Everything Falls Apart At The End

When is a negotiation over? Is it when you have a verbal agreement with the other side of the table on all of the major issues? Probably not. In most cases, we don’t consider a negotiation to be complete until we’ve been able to write down just exactly what we’ve both agreed to and both […]

How To Write A Good Memorandum Of Understanding

Image Credit When the negotiating is over and done with and you’ve put away your negotiation styles and your negotiating techniques, it’s time to create a memorandum of understanding (MOU) that will capture what was agreed to. This all sounds nice and easy until you actually sit down to create the MOU and discover that […]

Good Negotiators Know The Importance Of A Memorandum Of Agreement

Negotiations can be long, drawn-out affairs. When the final agreements have been reached, all of the negotiation styles and negotiating techniques are put away, and everyone stands up, shakes hands and leaves the room, right? No! There is one more important step in the whole negotiation process before you’re done – you need to create […]

In The End, It’s What’s In The Contract That Really Counts

There’s a dirty little secret in the world of negotiations that none of us really like to talk about. We like to think that in order to get the other side of the table to do something, all we have to do is to execute the negotiation process to reach a deal with them, get […]

How “The Switch” Can Trip Up Even The Best Negotiator

Thank goodness that negotiation is over! All of the use of different negotiation styles and negotiating techniques is now done. Finally, you’ve been able to reach an agreement with the other side of the table and you even shook hands on the deal that you’ve negotiated. Your job is done. Or is it? It turns […]

Deadlines Make Sales Negotiators Give It All Away

Every sales negotiation has some sort of time limit associated with it. You might have an hour, a day, or even longer to conduct the negotiations, but there is some point in time at which you’ll run out of time to talk. This is when most sales negotiations fall apart. The Problem With The End […]