A Good Negotiator Knows How To Build Trust At The Negotiating Table

Negotiators need to know how to both build and earn trust at the table

So what are the most important skills for a negotiator to have? There are many of them; however, hopefully we’d all agree that the bargaining skills and tactics for building trust while negotiating are among the most important. Each time that we start a negotiation we all share the same hopes, dreams and goals: we … Read more

The Secret To Successful Distributive Bargaining

You goal is to get as much value as you can in your next negotiation

So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use our negotiation styles … Read more

How Negotiators Can Become Better Listeners

The key to a successful negotiation is to listen well

As good as our negotiation styles and negotiating techniques may be, it turns out that we may be missing one of the most important skills that a negotiator must have: the ability to listen well. During a negotiation, it can be very difficult to listen well to the other side when they are disagreeing with … Read more

How To Use Framing In Your Next Negotiation

Framing means offering manageable options and using the contrast effect

As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer. The offer that we present to them will hopefully be what we consider to be a great deal for them. However, sometimes after we’ve made the offer, we’ll get the impression that … Read more

When Should A Negotiator Show Their Hand During A Negotiation?

Information comes with both risks and rewards

As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. For that matter, what does the other side know and what don’t they know? We all do our homework before the negotiation starts so that we’ll have as much information … Read more

How To Put Your Agreement Into Action

How you communicate can impact if your agreement can be implemented

As negotiators, what we tend to focus on with all of our negotiation styles and negotiating techniques, of course, is the negotiations at hand. It turns out that this is just a little bit sad. The reason is because we’re going to all of the work trying to craft an agreement that both sides can … Read more

The Key To A Successful Negotiation Is Collaboration

Collaboration is how you get on track to reach an agreement

As negotiators, our goal during a negotiation is to use our negotiation styles and negotiating techniques to reach a mutually beneficial agreement with the other side. This, of course, brings up the question: what exactly is a mutually beneficial agreement? If you ask around, some negotiation experts believe that a mutually beneficial agreement is one … Read more

How To Negotiate With Millennials

Why does it seems as though millennials are so different from everyone else?

In the world of negotiating, there are a lot of different challenges that we all face. What many of us are discovering is that one of the biggest challenges that we are having to face happens when we have to negotiate with millennials. In comparison to the baby boomers or the Generation Xers who followed, … Read more

Learning To Use Anchors In A Negotiation

Negotiators need to learn how to defuse the anchoring bias and make smart first offers

If you’ve been doing any negotiating, then you’ve probably heard the term “anchoring”. This, of course, brings up the question “what exactly is anchoring in negotiation, and how does it play out at the bargaining table?” If you want to become a better negotiator, then you are going to have to learn how to use … Read more