Negotiators Need To Know How To Close The Deal

In order to get what you want, you need to know how to close the deal

Negotiators know that the real challenge to a negotiation comes at the end. No matter what negotiation styles or negotiating techniques have been used during the negotiation, in the end it all comes down to the closing. Can you get the other side to agree to do a deal with you? As simple as this … Read more

How Negotiators Can Deal With Last Minute Demands

A negotiation is never over, until it's over

Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. What this means is that it is possible that after months of negotiation and the use of a wide variety of negotiation styles and negotiating techniques, you reach a detailed agreement with the other side and shake … Read more

Exactly How Is A Negotiator Supposed To Get To “Yes”?

Getting to yes is a journey but you have to know how to get there

As negotiators, when we go into a negotiation, we need to have a plan for what we want to achieve. We’ve got a number of different ways that we can go. We can hope to use our negotiation styles and negotiating techniques to get everything that we want while not really caring how things turn … Read more

Is Lose-Lose Ever An Option For A Negotiator?

Is it possible that lose-lose could be your BATNA?

As negotiators, one of the key points about negotiating that has been drilled into our heads is that in order to be successful, we always have to be able to use our negotiation styles and negotiating techniques to reach a deal with the other side of the table. There has to be a common middle … Read more

How To Create A Win-Win Outcome For Your Next Negotiation

Here are four different ways to get to win-win

As negotiators we’ve all heard about the power of being able to reach a win-win agreement with the other side of the table. This is not always an easy thing to do. It may be our ultimate goal, but more often than not how to reach that goal can prove to be elusive. However, the … Read more

How Can You Save A Negotiation From Collapsing?

You can bring a deal back from the brink with the right actions

As negotiators, we all believe that when we reach the end of a negotiation and have a deal that both sides can agree to, the deal is done. This is the time that we start to pack up our negotiation styles and negotiating techniques and move on to our next negotiation. However, there will be … Read more

How Negotiators Can Learn To Handle Deal Spoilers

A deal spoiler can happen at any time and negotiators need to be ready to deal with it

So how many times has this happened to you? You are involved in a negotiation. Everything seems to be going pretty well – your negotiation styles and negotiating techniques seem to be working. A deal is starting to form up and both sides are starting to see what they may be able to walk away … Read more

Three Examples Of Negotiating Failures

Negotiators can learn a lot from negotiations that fail

As negotiators, every time that we go into a negotiation, we are optimistic that we are going to use our negotiation styles and negotiating techniques to be successful. We believe that we’re going to be able to work with the other side of the table and come up with a deal that both sides can … Read more

How Your Last Deal Could Harm Your Next Deal

Your pride about your last negotiation may harm your next negotiation

So first off – congratulations! The last negotiation that you were involved in went very well. You were able to use your negotiation styles and negotiating techniques to get a deal that you feel proud of and you’ve been congratulated by everyone you know for conducting a professional negotiation. Right about now you are probably … Read more

Three Reasons Why Your Next Negotiation Could Fail

Every negotiation comes with its own set of potential pitfalls

Not every negotiation that we are involved in will work out for us. In fact, some of them will fail. When we think of failed negotiations, generally we picture negotiators walking away from the table in disappointment. It turns out that that’s only one type of disappointing negotiation. It turns out that there is another … Read more