In addition to different negotiation styles and negotiating techniques there are a number of different things that negotiators need to be able to deal with during a negotiation. Being overconfident is one of these. What we need to understand is that if we allow ourselves to become overconfident, then there is a good chance that … Read more How To Avoid Being Overconfident In Your Next Negotiation
When we think about getting ready for our next negotiation, what do we really spend our time thinking about? We probably review all of the negotiation styles and negotiating techniques that we plan on using and that we expect the other side to try to use against us. Hopefully we’ll also spend some time taking … Read more What Does The Other Side Want In A Negotiation?
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
As we prepare for a negotiation, it can be very easy to focus on the wrong thing. We think about the negotiation styles and negotiating techniques that we plan on using during the negotiations and we forget that what is really important is sitting on the other side of the table from us. The other … Read more To Be A Successful Negotiator, You Need To Know The Other Side’s Story