When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used? It … Read more How To Manage Expectations When You Are Negotiating
What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing, but one of the most important is to take a careful inventory of all of the “power assets” that will be potentially available to both sides during the negotiation. The … Read more Where Does Power Come From In A Negotiation?
So just exactly what is the goal of your next negotiation going to be? Sure, after all of the negotiation styles and negotiating techniques are over and done with you’d like to be able to walk away from the bargaining table with the deal that you are looking for, but what is it going to … Read more Negotiating Is All About Satisfaction
Just exactly who are these negotiations being conducted with? If I asked you this question, you’d probably tell me that you are negotiating with the other side of the table. You’d be both right and wrong. The negotiation process is much more complicated and you need to understand why if you are going to reach … Read more 2 Tips For Resolving Deadlocks When The Other Side Just Isn’t Listening To You
Who among us doesn’t like to negotiate? I mean just try to picture the rush of energy that you feel as you sit down to a negotiation. Ponder the clever tactics that you’ll get to use. Imagine the artful negotiation styles and negotiating techniques that the other side may use that you’ll have to detect … Read more How To Successfully Close A Negotiation
Just exactly who are these negotiations being conducted with? If I asked you this question, you’d probably tell me that you are negotiating with the other side of the table. You’d be both right and wrong. The negotiation process is much more complicated and you need to understand why if you are going to reach … Read more Why Negotiators Need To Negotiate With Everyone Who Is On The Other Side Of The Table
A Price Is Not A Fixed Thing Inexperienced sales negotiators often enter into a negotiation thinking that the price of something that they are trying to buy or sell is fixed – it’s set in concrete and cannot be changed. They think that their goal is to “discover” what this price is through negotiating. Those … Read more Follow The Bouncing Price: What Sales Negotiators Need To Know