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 more Dealing 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 more What 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 more Stop 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 more In 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 more It’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 more How To Get The Other Side To Tell You What You Need To Know

The Challenge Of Getting Accurate Information In A Negotiation

If you want to have any hope of getting the deal that you are seeking out of your next negotiation, then you’re going to need some information in order to be able to make the right decisions. Yes, you’ll need to do some homework and see what you can find out about the other side … Read more The Challenge Of Getting Accurate Information In A Negotiation

What Are The Attributes Of A Good Negotiator?

Not everyone is cut out to become a negotiator. There is a certain set of skills that every negotiator needs to have and not everyone has them. Even those of us who find ourselves doing this type of thing for a living realize that there is a certain set of skills along with knowledge of … Read more What Are The Attributes Of A Good Negotiator?

It’s The Information That You Collect That Determines The Deal That You’ll Get

So what’s the key to conducting a successful negotiation? Is it knowing the negotiation styles and negotiating techniques that you are going to need to get what you want? Is it making sure that you have all of the time in the world so that you can wait the other side out? It turns out … Read more It’s The Information That You Collect That Determines The Deal That You’ll Get

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 more Successful Negotiating Always Involves Giving