How Many BATNAs Are Too Many?
Negotiators who go into a negotiation with multiple BATNAs often find themselves making less-ambitious first offers
02 – Open
Put your case. Hear theirs.
How Can Negotiators Build Trust During A Negotiation?
Negotiators need to understand that in order to be able to reach a deal with the other side, we need to first take steps to build trust with them
When Negotiating Multiple Issues, Who Should Make The First Offer?
Negotiators need to understand if they should be the ones making the first offer in a negotiation especially if there are multiple issues on the table
The Power Of First Impressions When You Are Negotiating
: Negotiators need to understand that if they form first impressions of the people that they will be negotiating with, then those impressions may become reality
First Impressions Do Matter When You Are Negotiating
Negotiators need to understand that first impressions can control the outcome of their next negotiation
A Good Negotiator Knows How To Build Trust At The Negotiating Table
So what are the most important skills for a negotiator to have? There are many of them; however, hopefully we’d all agree that the bargaining skills and tactics for building trust while negotiating are among the most important. Each time that we start a negotiation we all share the same hopes, dreams and goals: we … Read more
How To Avoid Being Overconfident In Your Next Negotiation
In addition to different negotiation styles and negotiating techniques there are a number of different things that negotiators need to be able to deal with during a negotiation. Being overconfident is one of these. What we need to understand is that if we allow ourselves to become overconfident, then there is a good chance that … Read more
How To Make Anchoring Work For You During A Negotiation
During a negotiation, sometimes something amazing happens. When one side presents a number to the other side, that side can all of suddenly end up irrationally fixating on that first number that was put forth at the bargaining table. This number is called “the anchor”. The other side (or us) can become fixated with it … Read more
How To Use The Anchoring Bias To Get A Negotiation Off To A Good Start
In the world of negotiating there are number of classic questions that we all deal with each time we start a negotiation. One of the biggest is whether or not we should be the ones who make the first offer. The answer to this question is generally “yes” – lots of research has gone into … Read more
Anchoring Your Negotiations Using A Range
One of the most powerful negotiation styles and negotiating techniques that a negotiator has available to them is what is called “anchoring”. Anchoring occurs when a negotiation is starting and you make an initial offer to the other side. This offer does not have to be one that you think that they would actually accept. … Read more