What Do Ethics Look Like During A Negotiation?

You can use ethics to create a win-win negotiation outcome

Ah, ethics. We all know about them, we all know that no matter what negotiation styles or negotiating techniques we are using, we should be ethical when we are negotiating, but do any of us really know what it means to be ethical during a negotiation. I mean, we enter a negotiation with one key … Read more

Four Ways To Use Concessions In Your Next Negotiation

As negotiators we understand that in order to get what we want out of a principled negotiation no matter what negotiation styles or negotiating techniques we are using we are going to have to make concessions to the other side. What we need to understand is how best to make concessions in order to allow … Read more

What Does Logrolling Have To Do With Negotiating?

Logrolling provides opportunities to generate mutual gains

When we enter into a negotiation, we are thinking about one thing: what we’d like to use our negotiation styles and negotiating techniques to get out of the negotiation. Let’s face it, we’re rather self-centered when it comes to planning how our next negotiation is going to turn out. As I’m pretty sure that we … Read more

How To Deal With Negotiators Who Lie

Sometimes the other side may have a problem telling the truth

The goal of any negotiation is to find a way to reach an agreement with the other side of the table. The challenge that we run into during this process is that no matter what negotiation styles or negotiating techniques are being used we need to understand what the other side wants and the only … Read more

Keep Your Negotiation Moving By Making A Token Concession

A token concession can prompt reciprocation

As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read more