When Should You Bring In A Principal Agent?
Negotiators who find themselves in a situation where they may not be the right person to be conducting the negotiations need to be willing to bring in a third party to negotiate for them
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When Should A Negotiator Show Their Hand During A Negotiation?
As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. For that matter, what does the other side know and what don’t they know? We all do our homework before the negotiation starts so that we’ll have as much information … Read more
What Do We Need To Keep Secret During A Negotiation?
The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other side does not know and the purpose of a negotiation is to use your negotiation styles and negotiating techniques to exchange enough information so that both sides can agree on … Read more
What Can Principal Agent Theory Teach Negotiators?
There are times when something is being negotiated that we choose to not go it alone. Instead, we decide that we need some help. When this happens we may bring in an agent to represent us to the other side . However, this can cause problems. If you do this, you wonder whether you can … Read more
How Would You Negotiate If You Had No Authority…?
When we talk about what it takes to be successful in your next sales negotiation, we often talk about how much authority you can bring to your side of the table. Your basic goal needs to be to show up to the negotiation with as much authority as you can bring – you are “the … Read more