A Negotiator’s Greatest Friend Is Time

The goal of any negotiation is for us to be able to walk away with the deal that we wanted to get no matter what negotiation styles or negotiating techniques were used. The trick, as we all know, is just exactly how to go about making this happen. It turns out that if we want … Read moreA Negotiator’s Greatest Friend Is Time

Using Countermeasures During A Negotiation

When we are negotiating with someone, we need to understand that in addition to a number of different negotiation styles and negotiating techniques they are going to be using tactics to get what they want out of the negotiations. As a negotiator, you need to be able to recognize when they are using tactics, you … Read moreUsing Countermeasures During A Negotiation

Just Exactly How Do You Negotiate?

Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how … Read moreJust Exactly How Do You Negotiate?

How To Deal With The Bogey Man When He Shows Up In A Negotiation

As negotiators we need to always be on guard. We need to expect that the other side of the table will be using a wide variety of negotiation styles and negotiating techniques in order to get the deal that they want. What this means for you is that when the bogey man shows up in … Read moreHow To Deal With The Bogey Man When He Shows Up In A Negotiation

When You Control The Pace Of A Negotiation, You Control The Negotiation

Ultimately, any negotiation is about control. Who has it, who wants it, who is getting it. You want to be the one who is in control of your next negotiation no matter what negotiation styles or negotiating techniques are being used. However, how to make that happen is always the big question. It turns out … Read moreWhen You Control The Pace Of A Negotiation, You Control The Negotiation

The Secret To Preparing For A Negotiation: POST

In order to be successful in your next negotiation, you are going to have to show up ready to do battle with the other side. The big question that most of us face when we are preparing for a negotiation is just exactly what should we be doing in order to get ready? I mean, … Read moreThe Secret To Preparing For A Negotiation: POST

Why Trust Is So Important In A Negotiation

In order to be a successful negotiator, you are going to have to build a reputation that makes others want to negotiate with you. One of the most important parts of this reputation is going to be just how much the other side of the table trusts you. Yes, you can use all of the … Read moreWhy Trust Is So Important In A Negotiation

Testing Is What Good Negotiators Do Best

I’m not sure how you felt about testing back when you were in school, but I can tell you that I really didn’t like it. However, I’ve put that all behind me now that I negotiate. It turns out that testing is something that every negotiator needs to be good at even if that means … Read moreTesting Is What Good Negotiators Do Best

How To Get Married To The Other Side Of The Table

Every time we negotiate, we are entering into a new relationship. The one thing that we need to do before we start each negotiation is to figure out just exactly what type of relationship we want to enter into this time. Although this sounds like it’s an easy question, it turns out that finding the … Read moreHow To Get Married To The Other Side Of The Table

How Sales Negotiators Can Defend Against The Good Cop / Bad Cop Tactic

I like movies. I especially like police movies. I’m guessing that one of the reasons that I like movies with police in them so much is because it’s almost a given that sometime during the movie the police heroes will resort to using the “Good Cop / Bad Cop” negotiating tactic. Every sales negotiator out … Read moreHow Sales Negotiators Can Defend Against The Good Cop / Bad Cop Tactic