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 moreWhat Role Does Trust Play In A Negotiation?

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

What Are You Permitted To Do During A Negotiation?

As negotiators, we tend to spend our time thinking about what we are going to want to accomplish during our next negotiation. We’ll think about the negotiation styles and negotiating techniques that we are going to use, how the other side might react, etc. However, one of the things that we generally don’t spend any … Read moreWhat Are You Permitted To Do During A Negotiation?

In A Negotiation You Have To Be Wary Of Found Information

I think that we can all agree that what it takes to succeed in a negotiation is for you to have the information that you need. Now, it this was a perfect world, you’d have access to even more information – the secret stuff. You know what I’m talking about, the other side’s strategy planning … Read moreIn A Negotiation You Have To Be Wary Of Found Information

Dealing With “What-If” During A Negotiation

The goal of any negotiation is to always be using our negotiation styles and negotiating techniques to keep things moving forward. We want to eventually be able to reach a deal with the other side. The only way that we’re ever going to be able to get there is if we can make progress on … Read moreDealing With “What-If” During A Negotiation

What Should A Negotiator Do When The Price Goes Up?

The one thing that just about any negotiator does not want to have to deal with during a negotiation is a price increase. Look, it’s hard enough to hold our position with the price that our product or service has right now, let alone having to deal with a 5%, 10%, or even higher price … Read moreWhat Should A Negotiator Do When The Price Goes Up?

Stop Saying Dumb Things During Your Negotiations!

A lot of times when we look back over a negotiation that we’ve participated in, we’ll try to determine where things went wrong. How did a negotiation that was supposed to be simple suddenly become so hard? We might want to think that the negotiation styles and negotiating techniques that the other side put them … Read moreStop Saying Dumb Things During Your Negotiations!

In Negotiating, It’s All About What You Know

If you have a chance to talk with experienced negotiators, you’ll often hear them tell you “knowledge is power”. What they are talking about, in simple terms, is that the more that you know as you go into a negotiation, the better you can expect to do during the negotiations no matter what negotiation styles … Read moreIn Negotiating, It’s All About What You Know

It’s Power That Drives A Negotiation

When I’m working with negotiators who are just starting out, I’m often asked the question “how can I win a negotiation?” Outside of the obvious issue with “winning” a negotiation, the question is actually a fairly good question. What my students are really asking me is what they can do in order to make sure … Read moreIt’s Power That Drives A Negotiation

How To Get The Other Side To Tell You What You Need To Know

I’m all about doing my homework before I start a negotiation. I’ll have a talk with Google, call up people that the other side of the table have negotiated with in the past, and I’ll study the issues that we’ll be discussing. However, no matter how good of a job that I do in preparing … Read moreHow To Get The Other Side To Tell You What You Need To Know