The Secret To Successful Distributive Bargaining

You goal is to get as much value as you can in your next negotiation

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

A contingent agreement may allow you to get around a roadblock

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

Framing means offering manageable options and using the contrast effect

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

What Types Of Skills Does A Negotiator Need To Have?

Negotiators need to be able to organize an effective broad-scale approach to negotiations

As negotiators we all realize that in order to be successful in our next negotiation, we need to make sure that we show up with the appropriate set of skills, negotiation styles and negotiating techniques. However, negotiators who are looking for effective negotiation strategies often confront a dizzying array of advice. When we find ourselves … Read more

Bring The Power Of MESOs To Your Next Negotiation

Making multiple offers is often better than just making one offer

As negotiators we all know that it is all too easy for a negotiation to come to a grinding halt. You and the other side have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. At this point, each side is firmly rooted in its position … Read more

Should Bartering Be One Of Your Negotiating Skills?

If you can learn how to barter, then you can create more value in your negotiation

When we go looking for new ways that we can be successful during a negotiation, we are often looking for the “next big thing”. We’d like to find a modern negotiating technique that perhaps we’ve not heard of before. However, it turns out that if you really want to expand your negotiating toolbox it might … Read more

How To Claim Your Fair Share In Your Next Negotiation

You need to claim your fair share during your next negotiation

Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more

How To Manage Expectations When You Are Negotiating

A negotiator always has to manage the other side's expectations

When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used? It … Read more

How Can You Use The Right of First Refusal In A Negotiation?

Including a right of first refusal in a negotiation can create value

Negotiators are always looking for ways that they can get more value out of their next negotiation. Although there may be many different ways to accomplish this such as using different negotiation styles and negotiating techniques, one way that we tend to overlook too often is by negotiating a right of first refusal. Just in … Read more

How To Create A Win-Win Negotiation

Learn to use negotiation strategies to make both sides satisfied

So I’ve got a quick question for you: what’s the goal of your next negotiation? I’m pretty sure that you’re going to tell me that you want to be able to reach a deal with the other side. I’d say that not only do you want to reach a deal with them, but you want … Read more