So Just Exactly How Are We Supposed To Get To Yes?

Getting to "yes" is a journey that you need to know how to navigate

As negotiators, there are a few books that I’m guessing that we have all pretty much read. One of the classic negotiating books that everyone should have on their shelves is “Getting to Yes: Negotiating Agreement Without Giving In”. In this book, the authors explained that negotiators don’t have to choose between either waging a … Read more So Just Exactly How Are We Supposed To Get To Yes?

Do You Know How Your Mood Affects Your Negotiation?

We need to understand the connections among emotions, negotiators, and decision making

Let’s face it – you can’t negotiate without having some emotions come into play. We all tend to get upset, excited, depressed, and elated at different times during a negotiation because of the negotiation styles and negotiating techniques that are involved. Without a lot of surprise it turns out that the people who study such … Read more Do You Know How Your Mood Affects Your Negotiation?

Does It Pay To Get Angry During A Negotiation?

When negotiating, we need to consider the effect of our emotions on others

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 Does It Pay To Get Angry During A Negotiation?

Is “Emotional Intelligence” An Important Negotiating Skill?

Just how important is emotional intelligence when negotiating?

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 Is “Emotional Intelligence” An Important Negotiating Skill?

What Role Do Emotional Triggers Play In Our Negotiations?

We may not understand just how much emotional triggers influence us

I want you to spend a moment thinking about the last time that you walked into a room in order to start a negotiation. Where was your head at? Did you look across the table and see reasonable people who were there trying to find a way to reach a deal with you? Or were … Read more What Role Do Emotional Triggers Play In Our Negotiations?

Sales Negotiators Know That It’s Ok To Be Irrational

How do you view yourself when you are conducting a negotiation? Do you see yourself as poised, confident, and above all rational? I think that most of us see ourselves this way. However, it turns out that we might be missing something here – there is a real power in being irrational sometimes… Just What … Read more Sales Negotiators Know That It’s Ok To Be Irrational