What To Do When You Are Up Against A Hard Bargainer

If you are not careful, then the best hard-bargaining tactics can catch you off guard

So who will you be negotiating with during your next negotiation? Are you going to be dealing with a hard bargainer? There are some negotiators out there who seem to think that if they want to get their way in a negotiation then they are going to have to use hard-bargaining negotiation styles and negotiating … Read moreWhat To Do When You Are Up Against A Hard Bargainer

How To Create Value During A Negotiation

Resources in a negotiation are not really a fixed pie

At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. To us a negotiation is … Read moreHow To Create Value During A Negotiation

Who Really Wins in “Win-Win” Negotiations?

In the world of negotiating, there are a number of books that everyone knows about. One such book is the justifiably famous “Getting to Yes: Negotiating Agreement Without Giving In” book. Just about everyone has heard about this one and most of us have actually read it at one time or another. However, as we … Read moreWho Really Wins in “Win-Win” Negotiations?