How To Conduct A Successful Distributive Negotiation

Distributive Negotiations require careful preparation on your part

Let’s face it: there are a lot of different types of negotiations that we can find ourselves in the middle of any any point in time. As negotiators we need to be able to recognize each one of them and then take the appropriate action in order to maximize the chances of being able to … Read moreHow To Conduct A Successful Distributive Negotiation

How To Defend Yourself During A Negotiation

We need to learn how to negotiate without bias while defending our position

When we picture ourselves in a negotiation, we often see ourselves using our negotiation styles and negotiating techniques to make a point. Or perhaps at the board drawing out a scenario. Or maybe even handing papers to the other side for them to review. What we don’t often see is ourselves on the defensive. However, … Read moreHow To Defend Yourself During A Negotiation

How To Use Your ZOPA During A Negotiation

In a negotiation you need to know your zone of possible agreement (ZOPA)

When we start a negotiation, we are filled with hope that by using our negotiation styles and negotiating techniques we’ll be able to eventually walk away with a deal. However, during every negotiation we are faced with two possible mistakes we can make. The first is that we end up walking away from a deal … Read moreHow To Use Your ZOPA During A Negotiation

The Role Of Anchoring Bias In A Negotiation

Anchors can change how a negotiation turns out

If ever there was a fundamental question in negotiation, it would probably not be which negotiation styles or negotiating techniques to use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the first offer” question. For the longest time, the thinking … Read moreThe Role Of Anchoring Bias In A Negotiation

Put The Power Of ZOPA To Work For You In Your Next Negotiation

In order to reach a deal, first you need to know what your zone of agreement is

Let’s face it – negotiating is not an easy thing to do. There is all of the preparation that goes into it, there is the effort of actually doing it using all of our negotiation styles and negotiating techniques, and then, with a little luck, there will be a deal that both sides will agree … Read morePut The Power Of ZOPA To Work For You In Your Next Negotiation

Defensive Negotiation Strategies That Every Negotiator Needs To Know

When you are on the defensive, you’ll need strategies to get the job done

If this was a perfect world, then every time that you went into a negotiation you would be facing someone who was doing this for the first time. They would be unsure of themselves and they would end up making all sorts of very basic mistakes. However, it’s not a perfect world and more often … Read moreDefensive Negotiation Strategies That Every Negotiator Needs To Know

Defensive Negotiation Strategies That Negotiators Need To Know

When you sit down to a negotiation, who is sitting across the table from you? In most cases you are going to be looking at a talented negotiator who is also a skilled persuader. Just like you have a collection of negotiation styles and negotiating techniques that you use during a negotiation, so do they. … Read moreDefensive Negotiation Strategies That Negotiators Need To Know