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The Accidental Negotiator

drjim

3 Ways To Prepare For Your Next Negotiation

May 13, 2022 by drjim
In order to get ready for a negotiation, you have to do the prep work

: In order to be successful in their next negotiation, negotiators need to make sure to ask the right questions before they start

Categories 01 - Prepare Tags BATNA, negotiating techniques, negotiation styles, over-aspiring, principled negotiation, purpose, questions, reservation value, under-aspiring

How To Use A Range Offer When Using An Anchor In A Negotiation

May 6, 2022May 5, 2022 by drjim
When using the anchoring bias, a range offer can help you to get ahead

Negotiators can control negotiations that deal with prices by anchoring the price at the start of the negotiation and using ranges to get the best deal

Categories 05 - Signal Tags anchor, backdown, bias, Bolstering, bracketing, first impressions, negotiating techniques, negotiation, negotiation styles, principled negotiation, range

Will You Need Alternative Dispute Resolution During Your Next Negotiation?

April 29, 2022 by drjim
Perhaps getting some help could provide assistance in reaching a deal

When a negotiation gets stuck, a negotiator can use alternative dispute resolution (ADR) and select to use either mediation or arbitration to reach a deal

Categories 04 - Explore Tags ADR, alternative dispute resolution, arbitration, mediation, mediator, negotiating techniques, negotiation styles, principled negotiation

When And Why Should You Use Back-Channel Negotiations?

April 22, 2022 by drjim
If you decided to engage in back-channel negotiations, you need to anticipate the risks

Negotiators who want to remove their negotiations from the public view can use a back-channel to continue negotiations

Categories 04 - Explore, 09 - Buy-Side, 10 - Sell-Side Tags back-channel, Israeli, negotiating techniques, negotiation styles, negotiations, Nelson Mandela, Palestinian, principled negotiation, risks

Negotiators Need To Learn How To Negotiate Under Pressure

April 8, 2022April 8, 2022 by drjim
When we are under pressure, we need to find ways to keep calm

Negotiators need to realize that pressure is a part of each negotiation and if we are not careful we may end up making poor decisions because of it

Categories 04 - Explore Tags ahead, deal, decisions, mistakes, monitor, negotiating techniques, negotiation, negotiation styles, pressure, principled negotiation, slow, think

When Negotiating Over Price, Your Key To Success Is Preparing Correctly

April 1, 2022 by drjim
Your goal is to both create and claim value when negotiating over price

Negotiators who find themselves in a price based negotiation need to make sure that they show up prepared for this type of negotiation

Categories 03 - Argue Tags discounts, haggling, negotiating techniques, negotiation styles, preparing, price, principled negotiation, seriously, setting, tactics, tone, tricky

Reach An Agreement By Working Together To Discover Facts

March 25, 2022March 25, 2022 by drjim
Work together to find a way to reach an agreement

If during a negotiation a roadblock is encountered, one way to resolve it is to have both parties engage in some joint-fact finding to get answers to open questions

Categories 04 - Explore Tags agenda, cooperation, facts, forecast, ground rules, joint-fact finding, negotiating techniques, negotiation styles, principled negotiation, roadblock, technical disputes

How To Get The Other Side To Say “Yes”

March 11, 2022 by drjim
Your goal is to get the other side to say "yes' and this is how you are going to do it

The goal of every negotiation is to find way to get the other side to say “yes” to our proposal. The trick is knowing the steps needed to make this happen

Categories 04 - Explore Tags appreciation, emotions, interests, message, negotiating techniques, negotiation, negotiation styles, negotiator, options, people, positions, principled negotiation, problem, proposal, spin, yes

The Secret To Using Multiple Offers In A Negotiation

March 4, 2022March 4, 2022 by drjim
Using multiple offers just might save your next negotiation

Negotiators who run into problems can start to use MESOs (multiple equivalent simultaneous offers) to find out what the other side really wants from a deal

Categories 05 - Signal Tags cherry-pick, choices, deal, information, multiple, negotiating techniques, negotiation, negotiation styles, negotiator, offers, principled negotiation

What Role Will Personality Play In Your Next Negotiation?

March 1, 2022 by drjim
Our personality and the other personalities can impact our outcome

Negotiators need to understand that personalities play a big role in negotiations and personalities have five different components that make them up

Categories 05 - Signal Tags Agreeableness, Conscientiousness, Extroversion, factors, negotiating techniques, negotiation styles, Neuroticism, Openness, personality, principled negotiation
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