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The Accidental Negotiator

04 – Explore

Seek understanding and possibility.

How Negotiators Can Learn To Listen To Difficult People

December 2, 2022 by drjim
Our goal is to use our listening skills to get better deals

Negotiators who want to do a better job of reaching a deal with the other side need to take the time to practice their listening skills

Categories 04 - Explore Tags behavior, disagreeing, habit, listen, negotiating techniques, negotiation styles, prepare, principled negotiation, questions, reward, skills, talk

What’s A Better Way To Do Sales Negotiations?

October 7, 2022 by drjim
Negotiators need persuasion strategies in order to get what they want

Negotiators in business negotiations need to understand that in order to get the best deal they need to be aware of all of the ways that they can deal

Categories 04 - Explore Tags BATNA, counteroffer, framing, gains, losses, negotiating techniques, negotiation styles, offer, overjustify, principled negotiation, rational, split

Ways To Deal With Difficult People During A Negotiation

August 26, 2022 by drjim
You goal has to be create value that will make them want your deal

When you find yourself negotiating with a difficult partner, you need to make adjustments to how you negotiate in order to get the deal that you want

Categories 04 - Explore Tags frame questions, MESO, multiple equivalent simultaneous offers, negotiating techniques, negotiation styles, principled negotiation, settlement

What Is Your Negotiation Style?

August 19, 2022 by drjim
There are different styles of negotiating that you can use

Negotiators need to be aware of their negotiating style and they need to be able to change styles when called for during a negotiation

Categories 04 - Explore Tags collaborative, compete, competitive, compromises, compromising, listen, negotiating techniques, negotiation styles, principled negotiation, style

Negotiators Want To Know: Should We Ever Reveal Our BATNA?

June 10, 2022 by drjim
Negotiators have to decide how much they want to reveal during a negotiation

Negotiators should always use their BATNA to attempt to get a better deal from the other side without reveal it to them

Categories 04 - Explore Tags BATNA, best alternative to a negotiated agreement, bluff, improve, negotiating techniques, negotiation styles, principled negotiation, reveal, share, weak

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
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