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

What Can Principal Agent Theory Teach Negotiators?

Is there a gap between you and your agent's incentives?

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

Bargaining Strategies When You’re Dealing With A Fixed Pie

To claim your fair share, you have to first take the time to prepare properly

As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table. It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. … Read more

How To Deal With Negotiators Who Lie

Sometimes the other side may have a problem telling the truth

The goal of any negotiation is to find a way to reach an agreement with the other side of the table. The challenge that we run into during this process is that no matter what negotiation styles or negotiating techniques are being used we need to understand what the other side wants and the only … Read more

Negotiators Need To Fall In Love With The Number 3

There is a power associated with the number three

We are all human. What this means is that for some odd and unexplained reason no mater which negotiation styles or negotiating techniques we are using, we all seem to like things that come in threes. In our world it seems as though all good things come in groups of three. Think about it, your … Read more

How To Deal With Liars When You Are Negotiating

Negotiators need to know how to deal with people who are not telling the truth

This business of negotiating is a tricky business indeed. No, we don’t always want to show up at the negotiating table and use our negotiation styles and negotiating techniques to lay all of our cards out in front of the other side. However, there appears to be a fine line when it comes to lying. … Read more

The Reverse Auction Tactic

When we are negotiating with another party to sell them something, we need to be very careful how they are treating both us and the other vendors that they are talking with. The person who is buying the product is highly motivated to find a way to get the best possible price and to learn … Read more

What Is The Bottom Line In A Negotiation?

You would think that when we start a negotiation that we’d know what we wanted to accomplish no matter what negotiation styles or negotiating techniques were being used. However, all too often this is not the case. What seems to trip us up is not having a clear understanding of just exactly what our “bottom … Read more

When You Are Negotiating, It’s All About The Bottom Line

So how is that negotiation going? Generally, speaking, no matter what negotiation styles or negotiating techniques are being used, we judge our negotiating success with how the bottom line is looking. The bottom line is more often than not evaluated in financial terms. This is how most of us have been trained to evaluate a … Read more