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?
Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how … Read more Just Exactly How Do You Negotiate?
Everybody likes a bit of stability in their lives. As negotiators we enjoy having some stability in our negotiations no matter what negotiation styles or negotiating techniques are being used. However, we can run into problems when manifestations of control slide into a negotiation and end up stifling innovation, repressing new ideas, and in some … Read more The Role Of Legitimacy In A Negotiation
During a negotiation you always need to be asking yourself, what’s true and what’s not? You’d think that it would be easy to keep this kind of question in mind at all times; however, it turns out that it’s not. What can happen is that false legitimacy starts to creep into the negotiation and then … Read more In A Negotiation, Legitimacy Is Not Always As It Seems
Magical mind control powers. That’s what every sales negotiator would like to have. The ability to bend the other side of the table’s mind to your way of thinking would be the set of negotiation styles or negotiating techniques that would make life so much easier. Sadly, I don’t believe that such powers exist. However, … Read more Why The Standard Answer Can Help A Negotiator Close The Deal
So there you are: the classic sales negotiator in the headlights. You’ve got a firm fixed price that you’ve been told to not budge on and yet you know that you’re getting ready to start a negotiation during which the other side is going to be hammering you to lower your price. Sure doesn’t make … Read more Stand Your Ground: Two Ways To Not Fold During A Sales Negotiation