So Just Exactly How Are We Supposed To Get To Yes?

Getting to "yes" is a journey that you need to know how to navigate

As negotiators, there are a few books that I’m guessing that we have all pretty much read. One of the classic negotiating books that everyone should have on their shelves is “Getting to Yes: Negotiating Agreement Without Giving In”. In this book, the authors explained that negotiators don’t have to choose between either waging a … Read more So Just Exactly How Are We Supposed To Get To Yes?

How To Get The Other Side To Say “Yes” During A Negotiation

If only we had the negotiation styles and negotiating techniques to put words in the mouth of the other side of the table during a negotiation! We can’t actually do this, so we spend a great deal of time looking for clever ways to get them to say the things that we want them to … Read more How To Get The Other Side To Say “Yes” During A Negotiation

How We View The Other Side Just Might Determine The Kind Of Deal We Reach

When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based on their appearance or how … Read more How We View The Other Side Just Might Determine The Kind Of Deal We Reach

2 Things They Don’t Teach You In Negotiation School

When you enter the world of professional negotiations, there are some basic skills that you need to pick up. However, those skills don’t cover all of the negotiation styles and negotiating techniques that you are going to need in order to be successful. Among the additional skills that you’ll need are the following two tactics. … Read more 2 Things They Don’t Teach You In Negotiation School

Avoiding The Stall: 3 Ways That A Sales Negotiator Can Keep Control

In every negotiation, you’ll eventually run out of things to say to the other side of the table. I mean, come on, you’ve already said everything. In fact you may have already said everything more than once! You need to be careful when this happens, either side may feel like giving up without having reached … Read more Avoiding The Stall: 3 Ways That A Sales Negotiator Can Keep Control

3 Ways That A Sales Negotiator Can Keep A Negotiation Moving Forward

In every negotiation, you’ll eventually run out of things to say to the other side of the table. I mean, come on, you’ve already said everything. In fact you may have already said everything more than once! You need to be careful when this happens, either side may feel like giving up without having reached … Read more 3 Ways That A Sales Negotiator Can Keep A Negotiation Moving Forward