How To Make Anchoring Work For You During A Negotiation

Anchoring can be used during a negotiation to reduce risk

During a negotiation, sometimes something amazing happens. When one side presents a number to the other side, that side can all of suddenly end up irrationally fixating on that first number that was put forth at the bargaining table. This number is called “the anchor”. The other side (or us) can become fixated with it … Read more How To Make Anchoring Work For You During A Negotiation

How To Change People’s Behavior During A Negotiation

As I write this article, I read in the paper today that North Korea has broken off communications with the United States. The reason that they stopped talking to us is because the U.S. has been taking actions to cut off North Korea’s leader’s access to international funds which he uses to purchase luxury items. … Read more How To Change People’s Behavior During A Negotiation

Success In Negotiating Has To Do With Your State Of Mind

Whenever we start a negotiation, we go into the negotiation with high hopes. We would like to be able to walk away from the discussions after all of the negotiation styles and negotiating techniques are over with the deal that we are looking for. However, that does not always happen. What is it that makes … Read more Success In Negotiating Has To Do With Your State Of Mind