Successful Negotiating Is All About Believing

As we prepare for our next negotiation, we go through a mental checklist of all of the things that we need to do. We make sure that we know who we’ll be negotiating with, we make sure that we understand the issues that will be discussed and we know which ones are the most important … Read moreSuccessful Negotiating Is All About Believing

Playing With Power: How To Use It And Not Get Used By It

Who gets what out of a negotiation is often determined not by what negotiation styles or negotiating techniques are being used but rather by who has the most power. This is actually sort of an amusing thing because of the very nature of power – we can’t see it, we don’t know who has it … Read morePlaying With Power: How To Use It And Not Get Used By It

When You Negotiate On The Phone, You Always Need To Prepare

One of the nice things about being an adult who engages in negotiations is that we are not required to know everything. A negotiation is not like an 8th grade history test where we’re going to be expected to regurgitate everything that we know about what products Brazil exports. We get to use notes. However, … Read moreWhen You Negotiate On The Phone, You Always Need To Prepare

How To Manage A Negotiation Phone Call

Have you ever wondered how a negotiation that takes place on the phone starts? I guess the answer is pretty obvious – someone calls you. However, what a lot of us don’t realize is that when we receive this call, we are the ones in control – not the person who is calling us. You … Read moreHow To Manage A Negotiation Phone Call

3 Ways For A Negotiator To Deal With Intimidation

In a perfect world, there would not be any intimidation when we negotiate. Both sides would treat each other with respect and neither side would feel the need to attempt to use brute force negotiation styles and negotiating techniques to get their way. The unfortunate reality is that we don’t live in a perfect world … Read more3 Ways For A Negotiator To Deal With Intimidation

Getting The Information That You Need In Order To Prepare For A Negotiation

What we’d all like to have in our next negotiation is more control. The big question is how can get this? It turns out that the answer is fairly simple: we need to do a better job of preparing for the negotiation than the other side does. A big part of this preparation is obtaining … Read moreGetting The Information That You Need In Order To Prepare For A Negotiation

What Does A Negotiating “Game Plan” Really Look Like?

Our goal for any negotiation that we participate in is to be able to walk away with the best deal possible no matter what negotiation styles or negotiating techniques were used.. However, all too often we go into a negotiation with no clear idea just exactly how we are going to achieve that goal. What … Read moreWhat Does A Negotiating “Game Plan” Really Look Like?

3 Ways To Be A Pace Master In Your Next Negotiation

In your next negotiation, no matter what negotiation styles or negotiating techniques are being used, there will be a pace at which the negation moves. One or the other side of the table will be controlling this pace. The big question is will it be you? If you can agree with me that it would … Read more3 Ways To Be A Pace Master In Your Next Negotiation

3 Secrets That You Must Get The Other Negotiator To Reveal To You

Every negotiation has its share of secrets. You know things that you don’t want the other side of the table to know and they know things that they don’t want you to know – that’s why we all use so many different negotiation styles and negotiating techniques. It’s your job as a negotiator to find … Read more3 Secrets That You Must Get The Other Negotiator To Reveal To You

In A Negotiation, Legitimacy Is Not Always As It Seems

During a negotiation you always need to be asking yourself, what’s true and what’s not? You’d think that it would be easy to keep this kind of question in mind at all times; however, it turns out that it’s not. What can happen is that false legitimacy starts to creep into the negotiation and then … Read moreIn A Negotiation, Legitimacy Is Not Always As It Seems