Using A BATNA To Get The Deal That You Want
Excerpt: Negotiators need to understand that they may encounter an impasse in a negotiation and so they need to know their BATNA and what to do with it
06 – Package
Assemble potential trades.
What’s The Best Way To Negotiate Under Pressure?
Negotiators need to understand that we can make bad decisions when we are negotiating under pressure so we need to find ways to elevate pressure
How Negotiators Can Deal With The Winner’s Curse
For most of us, negotiating is all about winning. That’s the goal. When we are negotiating we have a set of goals that we are trying to use our negotiation styles and negotiating techniques to achieve and if we are able to achieve them, then we believe that we will feel as though we have … Read more
Negotiators Have To Work With The People Behind The Other Side
Negotiators understand that in order to get a deal accepted there will be times when they need to work with people on the other side who have to approve the deal
What’s The Best Way To Negotiate Under Pressure?
Negotiators make a lot of decisions under pressure and when they do this they need to take steps to make sure that they are making good decisions
Do You Need An Umbrella Agreement In Your Next Negotiation?
When negotiating an agreement that has to work both today and in the future, consider using an umbrella agreement to work flexibility into your agreement
What Makes A Negotiation “Fair”?
Negotiators need to understand that they need to bring fairness into their next negotiation in order to ensure that both sides will implement the deal
The Secret To Successful Distributive Bargaining
So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use our negotiation styles … Read more
Agree To Disagree By Using Contingent Agreements
How good are you at predicting the future? Are you the person who can always guess who will win the Superbowl each year? Can you guess someone’s age when you meet them the first time? If you are like most of us, the future is a big mystery to you. That’s why a lot of … Read more
How To Use Framing In Your Next Negotiation
As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer. The offer that we present to them will hopefully be what we consider to be a great deal for them. However, sometimes after we’ve made the offer, we’ll get the impression that … Read more