The reason that we enter into a negotiation is because we want to be able to use our negotiation styles and negotiating techniques to reach a deal with the other side. The challenge that we have is that what we want and what they want may be two very different things. The whole purpose of … Read more How To Avoid Reaching An Impasse During A Negotiation
The next time that you enter into a negotiation, how do you want the other side to view you? If you are like most of us who have had our impression of what a world-class negotiator looks like shaped by television and the movies: when we use our negotiation styles and negotiating techniques we want … Read more How To Improve Your Reputation As A Negotiator
If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them. We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, … Read more What Role Does Trust Play In A Negotiation?
Just exactly how important is honesty when it comes to negotiating? Sure we’d like to always be able to tell the truth, but sometimes it sure seems like it would make life just a little bit easier if we either didn’t say something or if we bent the truth just a bit. Likewise, can we … Read more Why Is Sincerity Important In A Negotiation?
If you want to have any hope of getting the deal that you are seeking out of your next negotiation, then you’re going to need some information in order to be able to make the right decisions. Yes, you’ll need to do some homework and see what you can find out about the other side … Read more The Challenge Of Getting Accurate Information In A Negotiation
Every negotiation is about power. Who has it, who wants it, and where did it all go. As negotiators, we are always looking for negotiation styles and negotiating techniques that we can use to become more powerful. It turns out that there is one simple way that we can make this happen: get more information. … Read more In A Negotiation, Information Is Power
Psst. Would you like to know a secret? It turns out no matter what negotiation styles or negotiating techniques are used in a negotiation, you can ensure that you’ll get what you want even before the negotiation starts. Do I have your interest now? This is going to take some work on your part, but … Read more What Negotiators Need To Know About Schmoozing
Ah trust. It’s one of the little things that allows us to interact with people every day – we assume that they will do what they promise to do and likewise the people that we interact with assume that we’ll keep our word. You would think that going into a negotiation, there would need to … Read more Negotiators Know To Never Take Things At Face Value
Can you negotiate with the other side of the table if they don’t trust you? It’s an interesting question and more than once I’ve run into negotiators who have told me that the answer is “no”. I believe that they are wrong, yes you can negotiate with just about anybody no matter if they trust … Read more The Negotiating Trust Discount Factor
I’ve got a quick question for you: would it be possible for you to drive from one location to another if you had to use a single gear on your car? The answer is “maybe”, but it sure would take a long time and that would not be a fun trip. As negotiators, we need … Read more Negotiators Need To Know How To Shift Into The Right Gear