How Negotiators Can Deal With “The Winner’s Curse”

So how can you make sure that you don’t get a worse deal than you deserve?

What would the perfect negotiation look like to you? Would it happen if you sat down at the negotiating table, presented the other side with an offer without using any of your negotiation styles or negotiating techniques, they accepted it and everything was over and done? Immediately sensing that you asked for too little, you … Read moreHow Negotiators Can Deal With “The Winner’s Curse”

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 moreIs “Emotional Intelligence” An Important Negotiating Skill?

The Role Of Anchoring Bias In A Negotiation

Anchors can change how a negotiation turns out

If ever there was a fundamental question in negotiation, it would probably not be which negotiation styles or negotiating techniques to use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the first offer” question. For the longest time, the thinking … Read moreThe Role Of Anchoring Bias In A Negotiation

The 4 Types Of Commitment You Have To Bring To A Negotiation

As negotiators we understand that a great deal of what it takes to be successful in a negotiation resides in our head. How we view the negotiation, how we view the other side of the table, etc. are all key parts to what kind of deal we can expect to walk away with. However, there … Read moreThe 4 Types Of Commitment You Have To Bring To A Negotiation

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

How We View The Other Side Just Might Determine The Kind Of Deal We Reach

When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based on their appearance or how … Read moreHow We View The Other Side Just Might Determine The Kind Of Deal We Reach

How To Use The Zone Of Uncertainty In Your Next Negotiation

One of the biggest questions that we all struggle with when we are in the middle of a negotiation has to do with goals. When a negotiation includes such items as price or delivery dates, we need to understand what we want and then we need to understand how we’re going to go about getting … Read moreHow To Use The Zone Of Uncertainty In Your Next Negotiation

How To Get Tough In Your Next Negotiation

“Would you just roll over and play dead for me please?” How many times have you wanted to say this to the other side of the table during a negotiation? Of course this rarely if ever happens. However, there are sometimes when something even worse happens – no matter what negotiation styles or negotiating techniques … Read moreHow To Get Tough In Your Next Negotiation

Hey Negotiator, It’s “Crunch Time”

So how many times has this happened to you: you are involved in a negotiation and things are moving along just fine with lots of negotiation styles and negotiating techniques being used. Then all of a sudden, you come to a point in the discussion where things just seem to grind to a halt. There … Read moreHey Negotiator, It’s “Crunch Time”

What Is The Bottom Line In A Negotiation?

You would think that when we start a negotiation that we’d know what we wanted to accomplish no matter what negotiation styles or negotiating techniques were being used. However, all too often this is not the case. What seems to trip us up is not having a clear understanding of just exactly what our “bottom … Read moreWhat Is The Bottom Line In A Negotiation?