How To Conduct A Successful Distributive Negotiation

Distributive Negotiations require careful preparation on your part

Let’s face it: there are a lot of different types of negotiations that we can find ourselves in the middle of any any point in time. As negotiators we need to be able to recognize each one of them and then take the appropriate action in order to maximize the chances of being able to … Read moreHow To Conduct A Successful Distributive Negotiation

Negotiation Tips For Buying A Car

It takes negotiating skills to correctly buy a car

When we think about negotiating, we tend to think about how to apply our negotiation styles and negotiating techniques to business situations. We may be buying or selling supplies, purchasing a location, or trying to schedule the delivery of a product. However, it turns out that our negotiating skills are also useful for us when … Read moreNegotiation Tips For Buying A Car

Four Traps You Can Fall Into While Doing Sales Negotiations

In a negotiation, both sellers and buyers can fall victim to decision-making errors

When we are engaged in a negotiation, no matter what negotiation styles or negotiating techniques are being used we can make the mistake of falling into common cognitive traps if we are not careful. These traps are sneaky and if we are not on the lookout for them then they can sneak up on us … Read moreFour Traps You Can Fall Into While Doing Sales Negotiations

Negotiators Need To Learn How To Deal With The First Offer Dilemma

Just imagine the next negotiation that you are going to be involved in. You sit down at the table, you have your notes easily available to you, you’ve done your homework and you know who’s going to be negotiating with you today, you know what negotiation styles and negotiating techniques you want to use, and … Read moreNegotiators Need To Learn How To Deal With The First Offer Dilemma

The Reverse Auction Tactic

When we are negotiating with another party to sell them something, we need to be very careful how they are treating both us and the other vendors that they are talking with. The person who is buying the product is highly motivated to find a way to get the best possible price and to learn … Read moreThe Reverse Auction Tactic

Welcome To The World Of Lowballing

When we are negotiating with someone, there has to be a basic level of trust between both sides. If we can’t believe what they commit to, then we can’t commit to doing a deal with them. Likewise, they have to be able to believe that after all of the negotiation styles and negotiating techniques are … Read moreWelcome To The World Of Lowballing

Negotiating Is All About Getting A Better Deal For Both Sides

When we are involved in a negotiation, all too often we approach it like a hunter would. We move into the territory, attempt to find a deal that will work for us, try to get it to show its head, and then we’ll shoot it when it’s in sight. Contrast this to a different approach … Read moreNegotiating Is All About Getting A Better Deal For Both Sides

During A Negotiation It’s All About The Bargain

What do you think the other side of the table is looking to get out of their negotiation with you? A lower price? More quantity? Better delivery dates? These may all be true, but deep down inside what the other side wants to walk away from the table after all of the negotiation styles and … Read moreDuring A Negotiation It’s All About The Bargain

One Source Of Power For You In A Negotiation: Your Competition

One of the biggest challenges that we all face when we are negotiating is not the negotiation styles or negotiating techniques that will be used, but rather the simple fact that the people that we are negotiating with have other options. If they don’t like what we have to offer to them, then they can … Read moreOne Source Of Power For You In A Negotiation: Your Competition

It’s Power That Drives A Negotiation

When I’m working with negotiators who are just starting out, I’m often asked the question “how can I win a negotiation?” Outside of the obvious issue with “winning” a negotiation, the question is actually a fairly good question. What my students are really asking me is what they can do in order to make sure … Read moreIt’s Power That Drives A Negotiation