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The Accidental Negotiator

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The Accidental Negotiator

negotiating techniques

Using A BATNA To Get The Deal That You Want

March 24, 2023 by drjim
You have to know your BATNA in order to use it

Excerpt: Negotiators need to understand that they may encounter an impasse in a negotiation and so they need to know their BATNA and what to do with it

Categories 06 - Package Tags BATNA, best alternative to a negotiated agreement, decision tree, negotiating techniques, negotiation styles, principled negotiation, risk tolerance

Ways Being A Boss Can Hinder Your Negotiations

March 17, 2023 by drjim
Acting like a boss during a negotiation can prevent you from getting a deal

Authoritarian negotiators need to understand that their style of negotiating can cause problems and may prevent them from getting the deal that they want

Categories 01 - Prepare Tags authoritarian, autocratic, backlash, collaborative, leadership, negotiating techniques, negotiation styles, prepared, principled negotiation, style, underestimate

What Type Of Mediation Would Work Best For Your Negotiation?

March 10, 2023 by drjim
There are different ways to mediate – which is best for you?

If during a negotiation there is a conflict that cannot be resolved, mediation may be required. There are many different types of mediation that can be used

Categories 03 - Argue Tags arb-med, court-mandated, e-mediation, evaluative, facilitative, med-arb, mediation, negotiating techniques, negotiation styles, principled negotiation, transformative

What’s The Best Way To Negotiate Under Pressure?

March 3, 2023 by drjim
It's hard to negotiate in the heat of the moment

Negotiators need to understand that we can make bad decisions when we are negotiating under pressure so we need to find ways to elevate pressure

Categories 06 - Package Tags Chrysler, deal drafting, decisions, Fiat, negotiating techniques, negotiation styles, pressure, principled negotiation, slow, Treasury Department

How To Create Value In A Negotiation?

February 24, 2023 by drjim
Your goal should be to create value in order to expand the pie

Negotiators who want to reach a deal in their next negotiation need to take the time and find ways to add more value to the negotiation

Categories 04 - Explore Tags competition, cooperation, fixed pie, information, negotiating techniques, negotiation styles, principled negotiation, questions, tradeoffs, trust, value

What Are The Best Sales Negotiation Techniques?

February 17, 2023 by drjim
What persuasion strategies can you use in your next negotiation?

Negotiators who want to be successful during a sales negotiation need to understand what sales techniques they can use to get the deal that they want

Categories 04 - Explore Tags appeal, constraint rationales, disparagement rationales, first offer, framing, negotiating techniques, negotiation styles, principled negotiation, rationales

What’s The Best Way To Prepare For A Negotiation?

February 10, 2023 by drjim
Preparing for a negotiation requires us to do a great deal of thinking

Negotiators not only have to take the time to prepare for their next negotiation but they also have to understand how to prepare for it

Categories 01 - Prepare Tags BATNA, best alternative to a negotiated settlement, negotiating techniques, negotiation styles, prepare, principled negotiation, reservation value

How Many BATNAs Are Too Many?

February 4, 2023 by drjim
Negotiators need to know if having too many BATNAs is not good

Negotiators who go into a negotiation with multiple BATNAs often find themselves making less-ambitious first offers

Categories 02 - Open Tags alternative, BATNA, best alternative to a negotiated agreement, first offer, negotiating techniques, negotiation styles, principled negotiation

Making The Most Of A Weak BATNA

January 27, 2023 by drjim
A weak BATNA might allow you to get an edge during your negotiations

Negotiators with weak BATNAs need to move carefully and find ways to try to maximize their position and get the deal that they are seeking

Categories 03 - Argue Tags BATNA, best alternative to a negotiated agreement, draft agreement, escalation, negotiating techniques, negotiation styles, principled negotiation, risk

What Role Does Body Language Play In Negotiations?

January 20, 2023 by drjim
Understanding body language can help you to get the deals that you want

During a negotiation, what the other side is telling you through their body language is just as important as what they are saying

Categories 05 - Signal Tags body language, connections, information, lying, mimicry, negotiating techniques, negotiation styles, principled negotiation, rapport, trust
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