Keep Your Negotiation Moving By Making A Token Concession

A token concession can prompt reciprocation

As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read moreKeep Your Negotiation Moving By Making A Token Concession

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 moreWhat Role Do Emotional Triggers Play In Our Negotiations?

Successful Negotiating Always Involves Giving

I can only speak for myself, but when I think about negotiating, I often think about taking. What can I get from the other side? What negotiation styles or negotiating techniques can I use to I talk them into giving up more concessions to me? However, it turns out that I (and a lot of … Read moreSuccessful Negotiating Always Involves Giving

Marketing Is Really A Part Of Every Negotiation

In most firms, the processes of negotiating is generally considered to be part of the sales arm of the company. However, if you want to be able to reach the best deals with the other side of the table it probably won’t be as a result of the negotiation styles or negotiating techniques that you … Read moreMarketing Is Really A Part Of Every Negotiation

Negotiators Need To Make Sure They Don’t Break The Law Of Unintended Consequences

So you think that you are hot stuff do you Mr. / Ms. Negotiator? Well, guess what – you still have to live in a place where the law of unintended consequences rules the land. What this means is that all too often, a negotiation can result in consequences that you never saw coming… What … Read moreNegotiators Need To Make Sure They Don’t Break The Law Of Unintended Consequences

Sales Negotiators Need To Know How To Use Regulations And Laws To Reach A Deal

I can only speak for myself, but when I’m headed into a negotiation I like to have as much freedom to do things as possible. That’s why I tend to shudder when I discover that there are regulations or even laws that are going to impact the negotiations. However, maybe I’m not looking at the … Read moreSales Negotiators Need To Know How To Use Regulations And Laws To Reach A Deal