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 Create Mutually Beneficial Agreements During A Negotiation
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 Negotiate A Mutually Beneficial Agreement
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 How To Defend Yourself During A Negotiation
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 What Role Does Trust Play In A Negotiation?
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 more The Role Of Anchoring Bias In 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 more What Are You Permitted To Do During A Negotiation?
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 more In A Negotiation You Have To Be Wary Of Found Information
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 more Dealing With “What-If” During A Negotiation
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 more What Should A Negotiator Do When The Price Goes Up?
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 more Stop Saying Dumb Things During Your Negotiations!