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The Accidental Negotiator

04 – Explore

Seek understanding and possibility.

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

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

What Is The Most Important Skill For A Negotiator To Have?

February 11, 2022February 11, 2022 by drjim

: In order to become better negotiators, we need to develop listening skills and become skilled active listeners

Categories 04 - Explore Tags acknowledgment, active listening, inquiry, listen, listening, negotiating techniques, negotiation styles, paraphrasing, principled negotiation

Three Types Of Negotiating Skills That You Need To Know

January 7, 2022 by drjim
Use these skills to create a broad scale approach to your next negotiation Image Credit: Nicolas Vigier

Negotiators who want to get better deals need to pick how they want to conduct the negotiation and make sure that they know both sides’ limits

Categories 04 - Explore, 09 - Buy-Side, 10 - Sell-Side Tags BATNA, in person, influence, issues, negotiating techniques, negotiation styles, online, principled negotiation, target, telephone, value creation, win-win

Negotiators Discover That They Need To Limit Their Options

December 10, 2021December 10, 2021 by drjim
Do more options help to reach a better outcome for a negotiation?

Negotiators need to be able to deal with situations in which they are presented with too many options and when they become over confident

Categories 04 - Explore, 09 - Buy-Side, 10 - Sell-Side Tags confidence, decisions, estimates, negotiating techniques, negotiation styles, options, overwhelmed, principled negotiation, reservation price, strategies

How Important Is Listening When You Are Dealing With Difficult Negotiations?

November 19, 2021November 19, 2021 by drjim
The art of listening is the key to successful negotiating

Negotiators who want to become better need to take the time to develop their listening skills

Categories 04 - Explore Tags arguments, listening, negotiating, negotiator, Pavlovian Conditioning, questions, reward

What’s The Best Way To Respond To A Threat During A Negotiation?

November 5, 2021 by drjim
How you react to a threat may determine how the negotiation turns out

Negotiators need to understand that threats are a part of negotiating. We need to take the time to understand the person making the threat when they happen

Categories 04 - Explore, 09 - Buy-Side, 10 - Sell-Side Tags cause, counterthreat, follow through, ignore, ignored, negotiating techniques, negotiation styles, principled negotiation, reschedule, threat
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