Bargaining Strategies When You’re Dealing With A Fixed Pie

To claim your fair share, you have to first take the time to prepare properly

As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table. It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. … Read more Bargaining Strategies When You’re Dealing With A Fixed Pie

How To Defend Yourself During A Negotiation

We need to learn how to negotiate without bias while defending our position

When we picture ourselves in a negotiation, we often see ourselves using our negotiation styles and negotiating techniques to make a point. Or perhaps at the board drawing out a scenario. Or maybe even handing papers to the other side for them to review. What we don’t often see is ourselves on the defensive. However, … Read more How To Defend Yourself During A Negotiation

What’s The Best Way To Deal With A Crisis Negotiation?

When a crisis happens, a negotiator needs to know what to do

So just exactly what is a crisis? Let us agree that at every firm the definition of what a crisis is can differ. I think that most of us could agree that a crisis is probably an unexpected event that everyone agrees represents a high-priority issue that needs to be solved. When a crisis occurs, … Read more What’s The Best Way To Deal With A Crisis Negotiation?

Defensive Negotiation Strategies That Negotiators Need To Know

When you sit down to a negotiation, who is sitting across the table from you? In most cases you are going to be looking at a talented negotiator who is also a skilled persuader. Just like you have a collection of negotiation styles and negotiating techniques that you use during a negotiation, so do they. … Read more Defensive Negotiation Strategies That Negotiators Need To Know

When Should You Start To Prepare To Negotiate?

When you know that you will be involved in a negotiation in the future, when should you start to prepare for that negotiation? If you are like most of us, using the techniques that we probably learned back in high school, we tend to put off the getting ready work until the date that the … Read more When Should You Start To Prepare To Negotiate?

In A Negotiation You Always Want To Do More Work Than The Other Side

Ok, so I’m willing to admit it – I’m lazy. If I can get someone else to do work for me, more often than not I’ll ask them to do it. The problem with being this way is that I spend a great deal of my time negotiating. It turns out that when you are … Read more In A Negotiation You Always Want To Do More Work Than The Other Side

Getting The Information That You Need In Order To Prepare For A Negotiation

What we’d all like to have in our next negotiation is more control. The big question is how can get this? It turns out that the answer is fairly simple: we need to do a better job of preparing for the negotiation than the other side does. A big part of this preparation is obtaining … Read more Getting The Information That You Need In Order To Prepare For A Negotiation

What Does A Negotiating “Game Plan” Really Look Like?

Our goal for any negotiation that we participate in is to be able to walk away with the best deal possible no matter what negotiation styles or negotiating techniques were used.. However, all too often we go into a negotiation with no clear idea just exactly how we are going to achieve that goal. What … Read more What Does A Negotiating “Game Plan” Really Look Like?

Have You Done Your Homework Negotiator?

If you think of a negotiation as a process that flows from beginning to end, then the first part of the process has to be preparation. We all know that it is not necessary to prepare for a negotiation – we probably know people who have just jumped into a negotiation without properly preparing (perhaps … Read more Have You Done Your Homework Negotiator?