How To Improve Your Reputation As A Negotiator

During a negotiation, cultivate a cooperative reputation to guide your opponent's negotiation strategies

The next time that you enter into a negotiation, how do you want the other side to view you? If you are like most of us who have had our impression of what a world-class negotiator looks like shaped by television and the movies: when we use our negotiation styles and negotiating techniques we want … Read more

How To Create Value During A Negotiation

Resources in a negotiation are not really a fixed pie

At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. To us a negotiation is … Read more

The Art Of Dealing With A Sole Supplier

If you view starting a negotiation as going into battle, then you’d like to be able to start things off being balanced. Neither side should have too much of an advantage, both should show up ready to do battle on a level playing field using their own set of negotiation styles and negotiating techniques. However, … Read more

The Power Of Commitment In A Negotiation

When you think about your next negotiation, what comes to mind? Do you see yourself locked into a small, hot room with the other side staring at each other over an old, battered wooden table using all of the negotiation styles and negotiating techniques that you know? If you do, then you are probably mistaken. … Read more

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

In A Negotiation You Always Have To Be Looking For The Icebergs

When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple – the other side may … Read more

How To Be A Successful Negotiator: Learn To Set Objectives

When we enter into a negotiation we need to know what we would like to get out of the negotiation. What this means is that we need to have objectives. Our objectives can come from many different places – ourselves, our boss, or another stakeholder. What’s important is that our objectives will drive the type … Read more

How Negotiators Can Use The United Nations To Fix Deadlocks

Let’s face it: in any negotiation, a deadlock can occur. We’d like to think that we are skillful enough as negotiators that we could prevent it; however, the reality is that any negotiation can grind to a halt. When this happens, maybe it’s time for you to call in the United Nations in order to … Read more