How To Defend Yourself During A Negotiation

Find a way to negotiate without bias when you can defend yourself

When we enter into a negotiation, we never know who will be sitting across the table from us. Will they be a negotiator who is just starting out or a skilled professional who has done this countless times before? In any negotiation that you participate in, you will undoubtedly find yourself on the defensive at … Read more

What Do We Need To Keep Secret During A Negotiation?

There are both risks and rewards to sharing too much with the other side

The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other side does not know and the purpose of a negotiation is to use your negotiation styles and negotiating techniques to exchange enough information so that both sides can agree on … Read more

Negotiators Know How To Use MESOs To Get What They Want

Several offers are generally better than just one offer

Let’s face it, during a negotiation things can go wrong. You were making progress using your negotiation styles and negotiating techniques to work towards reaching a deal one minute and then all of a sudden you find yourself staring at an impasse. You have made offers to the other side, they have made offers to … Read more

How To Avoid Being Overconfident In Your Next Negotiation

Being overconfident can affect your judgement during a negotiation

In addition to different negotiation styles and negotiating techniques there are a number of different things that negotiators need to be able to deal with during a negotiation. Being overconfident is one of these. What we need to understand is that if we allow ourselves to become overconfident, then there is a good chance that … Read more

How To Create Value In Your Next Negotiation

Negotiators want to find ways to expand the pie

Negotiators want to find ways to expand the pie Image Credit: Photo by Toa Heftiba on Unsplash Negotiators view every negotiation as a type of game. They show up ready to use their negotiation styles and negotiating techniques to compete with the other side in order to see who can walk away being a winner. … Read more

How To Create Mutually Beneficial Agreements During A Negotiation

A mutually beneficial agreement is all about creating and claiming value

It goes without saying that when we sit down at the negotiating table, both sides have a different view of the world. We both want something and in order to get what we want, the other side is going to have to be willing to give something up. The fact that we all have different … Read more

How To Negotiate A Mutually Beneficial Agreement

What does it take to create a deal that works for both sides?

We’ve all heard about mutually beneficial agreements, but can anyone say just exactly what they are? By one definition, a mutually beneficial agreement occurs when both sides of the table attempt to use their negotiation styles and negotiating techniques to grab as much as they possibly can from the limited amount of items that are … Read more

How To Defend Yourself During A Negotiation

We need to learn how to negotiate without bias while defending our position

When we picture ourselves in a negotiation, we often see ourselves using our negotiation styles and negotiating techniques to make a point. Or perhaps at the board drawing out a scenario. Or maybe even handing papers to the other side for them to review. What we don’t often see is ourselves on the defensive. However, … Read more

What Role Does Trust Play In A Negotiation?

Trust is what can make a deal happen

If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them. We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, … Read more