How Can A Negotiator Save A Deal From Collapsing?

Negotiators need to know how to bring a deal back from the dead

So just exactly when is a negotiation over? I’m pretty sure that by now you know that this is a loaded question – a negotiation is never over. Even after we’ve been able to use our negotiation styles and negotiating techniques to reach a deal with the other side, we still need to make sure … Read more

The 4 Types Of Commitment You Have To Bring To A Negotiation

As negotiators we understand that a great deal of what it takes to be successful in a negotiation resides in our head. How we view the negotiation, how we view the other side of the table, etc. are all key parts to what kind of deal we can expect to walk away with. However, there … Read more

What Is The Real Goal Of Any Negotiation?

I’d like to clear something up right off the bat. Negotiating is not something that you and I do every once in awhile. It’s not limited to something that we prepare for and then come to a room, sit down, and start. Rather, it’s a part of every day of our lives. We negotiate with … Read more

Negotiators Need To Make Sure They Don’t Break The Law Of Unintended Consequences

So you think that you are hot stuff do you Mr. / Ms. Negotiator? Well, guess what – you still have to live in a place where the law of unintended consequences rules the land. What this means is that all too often, a negotiation can result in consequences that you never saw coming… What … Read more

Should Sales Negotiators Be In Long Term Relationships?

Who wouldn’t want to be in a long term relationship? I mean we wanted our parents to be in one, we want to be in one, movies always end by having the hero walk off into the sunset and into a long term relationship, right? It turns out (as with so many things in life), … Read more

The Power Of Planning Your Next Negotiation

Your parents, teachers, best friends, financial planners, parole officers, etc. were all right when they told you that in order to be successful in life you really need to plan, plan, plan. In the world of business, planning is a part of almost all activities; however, it’s in the area of negotiations that business planning … Read more