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The Accidental Negotiator

negotiation styles

Negotiators Have To Be On The Outlook For Self-Fulfilling Prophecies

July 1, 2022 by drjim
If we're not careful, a self-fulfilling prophecy can work against us

Negotiators who go into a negotiation with self-fulfilling prophecies can modify their behavior in ways that make the other side appear to be as they view them

Categories 05 - Signal, 09 - Buy-Side, 10 - Sell-Side, Uncategorized Tags behavior, competitive, confirm. expectations, negotiating techniques, negotiation styles, principled negotiation, self-fulfilling prophecies

What Makes A Negotiation “Fair”?

June 24, 2022 by drjim
Negotiators need to bring fairness into every negotiation

Negotiators need to understand that they need to bring fairness into their next negotiation in order to ensure that both sides will implement the deal

Categories 06 - Package Tags equality, equity, fair, fairness, greed, need, negotiating techniques, negotiation styles, principled negotiation, status quo

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

June 17, 2022 by drjim
In order to be successful, you always have to prepare for a negotiation

Negotiators who want to be successful need to take the time to properly prepare for their next negotiation

Categories 01 - Prepare Tags alternative, aspiring, BATNA, negotiating techniques, negotiation styles, preparation, prepare, principled negotiation, reservation price, self-assessment

Negotiators Want To Know: Should We Ever Reveal Our BATNA?

June 10, 2022 by drjim
Negotiators have to decide how much they want to reveal during a negotiation

Negotiators should always use their BATNA to attempt to get a better deal from the other side without reveal it to them

Categories 04 - Explore Tags BATNA, best alternative to a negotiated agreement, bluff, improve, negotiating techniques, negotiation styles, principled negotiation, reveal, share, weak

What To Do When The Other Side Is Bargaining In Bad Faith

May 27, 2022 by drjim
Negotiators need to know how to deal with false negotiation tactics

Negotiators need to understand that there may be times that the other side is not interested in reaching a deal with you and they are negotiating in bad faith

Categories 07 - Close Tags bad faith, BATNA, deal, dragging out, false negotiations, job, negotiating techniques, negotiation styles, partnership, principled negotiation

3 Ways To Prepare For Your Next Negotiation

May 13, 2022 by drjim
In order to get ready for a negotiation, you have to do the prep work

: In order to be successful in their next negotiation, negotiators need to make sure to ask the right questions before they start

Categories 01 - Prepare Tags BATNA, negotiating techniques, negotiation styles, over-aspiring, principled negotiation, purpose, questions, reservation value, under-aspiring

How To Use A Range Offer When Using An Anchor In A Negotiation

May 6, 2022May 5, 2022 by drjim
When using the anchoring bias, a range offer can help you to get ahead

Negotiators can control negotiations that deal with prices by anchoring the price at the start of the negotiation and using ranges to get the best deal

Categories 05 - Signal Tags anchor, backdown, bias, Bolstering, bracketing, first impressions, negotiating techniques, negotiation, negotiation styles, principled negotiation, range

Will You Need Alternative Dispute Resolution During Your Next Negotiation?

April 29, 2022 by drjim
Perhaps getting some help could provide assistance in reaching a deal

When a negotiation gets stuck, a negotiator can use alternative dispute resolution (ADR) and select to use either mediation or arbitration to reach a deal

Categories 04 - Explore Tags ADR, alternative dispute resolution, arbitration, mediation, mediator, negotiating techniques, negotiation styles, principled negotiation

When And Why Should You Use Back-Channel Negotiations?

April 22, 2022 by drjim
If you decided to engage in back-channel negotiations, you need to anticipate the risks

Negotiators who want to remove their negotiations from the public view can use a back-channel to continue negotiations

Categories 04 - Explore, 09 - Buy-Side, 10 - Sell-Side Tags back-channel, Israeli, negotiating techniques, negotiation styles, negotiations, Nelson Mandela, Palestinian, principled negotiation, risks

Negotiators Need To Learn How To Negotiate Under Pressure

April 8, 2022April 8, 2022 by drjim
When we are under pressure, we need to find ways to keep calm

Negotiators need to realize that pressure is a part of each negotiation and if we are not careful we may end up making poor decisions because of it

Categories 04 - Explore Tags ahead, deal, decisions, mistakes, monitor, negotiating techniques, negotiation, negotiation styles, pressure, principled negotiation, slow, think
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