How To Deal With Threats During A Negotiation

In the world of negotiating no matter what negotiation styles or negotiating techniques are being used, there is one thing that we can all count on eventually encountering: threats. The threats that we’re going to run into can take on many different forms. The other side of the table may threaten to walk away, file … Read moreHow To Deal With Threats During A Negotiation

Negotiators Need To Understand The Power Of “Fait Accompli”

I don’t know about you, but from my point-of-view it can take a very long time to negotiate certain things. You create your negotiating negotiation styles and negotiating techniques, spend your time talking with the other side for days, weeks or even months and then when all is over and done with, with a little … Read moreNegotiators Need To Understand The Power Of “Fait Accompli”

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

How To Defend Against A “Take It Or Leave It” Position

Negotiating is tough work. We are not always able to reach a point in the negotiation where both sides of the table are able to agree on a deal no matter what negotiation styles or negotiating techniques we use. In fact, it is very likely that at some point in the negotiations one side of … Read moreHow To Defend Against A “Take It Or Leave It” Position

Don’t Show Up For A Negotiation If You’re Not Ready For Conflict

How do you feel about conflict? I’m hoping that you don’t shy away from it when it shows up, because no matter what negotiation styles or negotiating techniques are being used, there is always going to be some conflict in every negotiation. It’s not the conflict that causes the problems in negotiations, but rather the … Read moreDon’t Show Up For A Negotiation If You’re Not Ready For Conflict

Escalation Power: How To Use It, How To Defend Against It

When we’re talking about negotiating and someone brings up the tactic of escalation what pops into your head right off the bat? Do you see yourself becoming frustrated with the person that you’re negotiating with and getting up and storming off to go have a talk with their boss? That’s one form of escalation, but … Read moreEscalation Power: How To Use It, How To Defend Against It

Two Secret Ways To Break Down Firm Prices During A Negotiation

When I was younger, I always liked to read those stories that had a knight in shining armor showing up at just the right time, dueling with the fire-breathing dragon, winning, and then riding off into the sunset with the princess. As I became older, I learned that there are no more knights, that there … Read moreTwo Secret Ways To Break Down Firm Prices During A Negotiation

Do You Really Have To Have A Target When You Start A Sales Negotiation?

The Problem With Most Sales Negotiations So there you are, all ready to start another sales negotiation. Hold on a minute, are you really ready? Sure you’ve researched the other side of the table, you’ve created a negotiation strategy, in fact you’ve done just about everything that you can think of in order to prepare … Read moreDo You Really Have To Have A Target When You Start A Sales Negotiation?