How To Get The Other Side To Say “Yes”
The goal of every negotiation is to find way to get the other side to say “yes” to our proposal. The trick is knowing the steps needed to make this happen
emotions
How To Make Sequential Deals During A Negotiation
Negotiators can take how they feel about their last negotiation into their next negotiation and this can adversely affect how their next negotiation turns out
Exactly How Is A Negotiator Supposed To Get To “Yes”?
As negotiators, when we go into a negotiation, we need to have a plan for what we want to achieve. We’ve got a number of different ways that we can go. We can hope to use our negotiation styles and negotiating techniques to get everything that we want while not really caring how things turn … Read more
What Are The 5 Skills That Every Negotiation Team Needs To Have?
Every negotiator knows that they can only be as good as the team that they have backing them up. In order to have the best team possible, we need to find ways to increase the odds that our team has the training and the skills that will be required in order use their negotiation styles … Read more
So Just Exactly How Are We Supposed To Get To Yes?
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
Do You Know How Your Mood Affects Your Negotiation?
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
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
What Role Do Emotional Triggers Play In Our Negotiations?
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
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