I am always up for a fair fight. No matter if I’m watching a UFC match on TV or if I’m getting ready to go into my next negotiation, as long as the opponents are evenly matched, it’s really anyone’s fight no matter what negotiation styles or negotiating techniques are used. However, as I’m sure … Read moreTips For Negotiating With Someone Who Is In A Stronger Position Than You
I wish that I could tell you that I know everything that has to be known in this world. However, the truth is that I actually know very little when you consider all that there is to know. What this means is that when I walk into a negotiation, I’m really at a bit of … Read moreIn A Negotiation, It’s Not What You Know, But What People Think You Know
When you spend time thinking about what it takes to reach a deal with the other side of the table no matter what negotiation styles or negotiating techniques are being used, something becomes clear very quickly. If the other side is not comfortable dealing with you, if they don’t trust what you tell them, then … Read moreWhat Is Rapport And How Can A Negotiator Get It?
As we prepare for a negotiation, it can be very easy to focus on the wrong thing. We think about the negotiation styles and negotiating techniques that we plan on using during the negotiations and we forget that what is really important is sitting on the other side of the table from us. The other … Read moreTo Be A Successful Negotiator, You Need To Know The Other Side’s Story
Got a great email from reader Nadir Benouali the other evening. Nadir has a fantastic set of negotiating experiences and was willing to share them. Nadir is a US citizen of Algerian origin, and speaks Arabic, Spanish, and French. He has spent the last 20 years negotiating business around the world which provided exposure to … Read moreNegotiating In France & Korea: It’s Like A Whole Different World
The goal of every sales negotiation is to reach a deal that is agreeable to both sides. The question is just how much time should you take in order to get there? The classic question that all sales negotiators are always trying to answer is if it is better to negotiate in short sessions with … Read moreSales Negotiators Want To Know: Is Longer Really Better?