Tips On Avoiding Turf Battles When You Negotiate With Multiple Parties

Negotiators need to know how to reach agreements during a group negotiation

Let’s face it – negotiating is not an easy thing to do. If you want to make it even harder, then instead of just negotiating with one party, invite multiple parties to the same negotiation. When this kind of negotiation is going on, turf battles – heated conflicts over territory, control, rights, or power -are … Read more

Four Ways To Use Concessions In Your Next Negotiation

As negotiators we understand that in order to get what we want out of a principled negotiation no matter what negotiation styles or negotiating techniques we are using we are going to have to make concessions to the other side. What we need to understand is how best to make concessions in order to allow … Read more

What Do We Need To Keep Secret During A Negotiation?

There are both risks and rewards to sharing too much with the other side

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

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

Does It Pay To Get Angry During A Negotiation?

When negotiating, we need to consider the effect of our emotions on others

I can only speak for myself, but I have no problem sharing with you that during a negotiation I can become very, very frustrated with how things are going. No matter if your negotiation styles and negotiating techniques are causing things to go too slow, go off in the wrong direction, or, even worse, not … Read more

Is “Emotional Intelligence” An Important Negotiating Skill?

Just how important is emotional intelligence when negotiating?

One of the more popular phrases that has been used during the past few years has been “emotional intelligence”. This term first burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s book. Negotiation experts have predicted that scoring high on this personality trait would boost one’s negotiating outcomes and have … Read more

Keep Your Negotiation Moving By Making A Token Concession

A token concession can prompt reciprocation

As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read more