Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more How To Claim Your Fair Share In Your Next Negotiation
As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table. It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. … Read more Bargaining Strategies When You’re Dealing With A Fixed Pie
So just exactly when is a negotiation over? I’m pretty sure that by now you know that this is a loaded question – a negotiation is never over. Even after we’ve been able to use our negotiation styles and negotiating techniques to reach a deal with the other side, we still need to make sure … Read more How Can A Negotiator Save A Deal From Collapsing?
Negotiators want to find ways to expand the pie Image Credit: Photo by Toa Heftiba on Unsplash Negotiators view every negotiation as a type of game. They show up ready to use their negotiation styles and negotiating techniques to compete with the other side in order to see who can walk away being a winner. … Read more How To Create Value In Your Next Negotiation
Negotiating is hard. Negotiating when you are a woman is even harder. Historically women have not been as aggressive as men. They have been willing to settle for what is offered to them. However, to truly be successful negotiators women need to start to think about what a man would be able to achieve in … Read more To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?
Negotiators are always looking for ways that they can get more value out of their next negotiation. Although there may be many different ways to accomplish this such as using different negotiation styles and negotiating techniques, one way that we tend to overlook too often is by negotiating a right of first refusal. Just in … Read more How Can You Use The Right of First Refusal In A Negotiation?
When we enter into a negotiation, we are facing a number of different challenges. One of the biggest can be cultural barriers to communication if the other side comes from a different background than you do. In order to overcome such issues, we need to find different ways to use our negotiation styles and negotiating … Read more Tips For Negotiating Online
It goes without saying that when we sit down at the negotiating table, both sides have a different view of the world. We both want something and in order to get what we want, the other side is going to have to be willing to give something up. The fact that we all have different … Read more How To Create Mutually Beneficial Agreements During A Negotiation
What would the perfect negotiation look like to you? Would it happen if you sat down at the negotiating table, presented the other side with an offer without using any of your negotiation styles or negotiating techniques, they accepted it and everything was over and done? Immediately sensing that you asked for too little, you … Read more How Negotiators Can Deal With “The Winner’s Curse”
If you sit back and think about it, what are you really trying to accomplish during a negotiation with all of your fancy negotiation styles and negotiating techniques? If you are like most of us, what you would like to be able to do is to discover additional value that nobody realized was there, perhaps … Read more How To Create Value While Negotiating