Is “Lose-Lose” The Right Way To Conduct A Negotiation?

Sometimes we have to lose something to gain a closer relationship

When we negotiate, it’s all about winning. Our goal is to use our negotiation styles and negotiating techniques to create a deal that the other side will agree with and which is a win for us. We can define a “win” in a lot of different ways: a lower price, a higher price, more time … Read moreIs “Lose-Lose” The Right Way To Conduct A Negotiation?

The Best Way To Start A Negotiation

When I’m working with negotiators who want to become better, one of the questions that I’m presented with the most often is not about different negotiation styles or negotiating techniques, instead it is “what is the best way to start a negotiation”. The answer to this question is “any way that will end up getting … Read moreThe Best Way To Start A Negotiation

How A LOI / MOU Can Be Used In A Negotiation To Create Better Thinking

Negotiations are complicated things. There are often a number of different people involved, there are multiple discussions that are held over time perhaps in different locations, and all sorts of negotiation styles and negotiating techniques are used. As a negotiator, it’s your job to make sure that everything is kept in line – that everyone … Read moreHow A LOI / MOU Can Be Used In A Negotiation To Create Better Thinking

3 Ways To Become A Better Negotiator

In every negotiator’s career, there comes a time when we hit a wall. We’ve believe that we’ve learned all of the negotiation styles and negotiating techniques that there are to learn. We know how good we are right now, we know that we can become better, but we simply don’t know how to make that … Read more3 Ways To Become A Better Negotiator

Sales Negotiators Know That It’s Ok To Not Understand Things

One of the great myths of sales negotiating is that you always have to know everything about everything. It turns out that even the great negotiators can’t do this. There are a whole bunch of reasons why, but the important fact is that it’s not possible to always be on top of everything. It’s what … Read moreSales Negotiators Know That It’s Ok To Not Understand Things

Sales Negotiators Say The Strangest Things

Although I had intended to write this posting about how we need to be careful when we are documenting sales negotiations with people from other countries, I slowly realized that we need to be just as careful with folks who were brought up in the same country as us. So what’s the big deal about … Read moreSales Negotiators Say The Strangest Things