Four Things About Negotiating That Simply Are Not True
Negotiators who want to become better need to understand that they may be subscribing to negotiating myths that they need to cast off
risks
When And Why Should You Use Back-Channel Negotiations?
Negotiators who want to remove their negotiations from the public view can use a back-channel to continue negotiations
Agree To Disagree By Using Contingent Agreements
How good are you at predicting the future? Are you the person who can always guess who will win the Superbowl each year? Can you guess someone’s age when you meet them the first time? If you are like most of us, the future is a big mystery to you. That’s why a lot of … Read more
Four Things About Negotiating That Are Not True
Every negotiator wants to become better. However, the big question that we all face is how to go about doing this. For some of us, reading books on negotiations or attending negotiations can expose us to new negotiation styles and negotiating techniques. However, it turns out that most of us would benefit the most if … Read more
How Good Of A Negotiator Is President Donald Trump?
So first off let’s all agree on something: I don’t really care if you love or hate President Donald Trump. That’s not what I’m talking about. Instead, considering that he’s in a very powerful position in which he gets to talk to world leaders on a daily basis, I’m interested in how good of a … Read more
When You Negotiate, You’re Taking A Risk
A quick show of hands please: who among us likes taking risks? Hmm, not very many hands are up. That’s pretty much par for the course. However, no matter what negotiation styles or negotiating techniques are being used, risk plays a big part in every negotiation that we take part in. In fact, risk is … Read more
Successful Negotiating Is All About Believing
As we prepare for our next negotiation, we go through a mental checklist of all of the things that we need to do. We make sure that we know who we’ll be negotiating with, we make sure that we understand the issues that will be discussed and we know which ones are the most important … Read more
Only Brave Negotiators End Up Being Successful
In order to be successful during a negotiation, what skills are really required? One skill that is all too often overlooked in my opinion is bravery. I like to define bravery as the willingness to try something that just might fail. If you are willing to take this leap of faith, sometime you can rescue … Read more
Negotiators Know How To Get A Deal Into Shape
So there you are, you’ve just presented what you think should be an acceptable deal to the other side of the table and yet it doesn’t look like they are going to go for it. What gives? Experienced negotiators know that sometimes during negotiations the other side of the table can be made to agree … Read more
Power Questions That Every Sales Negotiator Must Ask
We all know that power is an important part of any sales negotiation – who ever has the most power is in the best position to get more of what they want out of the negotiations. However, do you know how to check your power before you enter into a negotiation? I know the questions … Read more