What Role Does Trust Play In A Negotiation?

Trust is what can make a deal happen

If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them. We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, … Read more

Negotiating The Hard Way

Every negotiation that we engage in is different. The other side of the table has their own set of goals that they want to accomplish and how they plan on going about achieving them can be different during each negotiation. Sometimes the other side may decide that they want to play hardball with us – … Read more

To Get The Deal That You Want, You’re Going To Have To Make Concessions

As we prepare to start our next negotiation, more often than not we are focused on what we think that all of our negotiation styles and negotiating techniques are going to be help us to get the deal that we want from the other side of the table. This is a valid thought; however, it’s … Read more

A Checklist For Making Concessions In A Negotiation

Everyone starts a negotiation with a goal in mind of what they’d like to be able to get out of the negotiation no matter what negotiation styles or negotiating techniques are involved. As the negotiation proceeds, both sides engage in give and take where they both make and receive concessions. As the negotiation proceeds forward, … Read more

The Role That Time Plays In A Negotiation

I’m pretty sure that if there is one thing that we can all agree on, it’s that there never seems to be enough time to get our negotiations done. Sure, every negotiation seems to start out with enough time, but then all of a sudden after all of the negotiation styles and negotiating techniques have … Read more

How To Get The Other Side To Say “Yes” During A Negotiation

If only we had the negotiation styles and negotiating techniques to put words in the mouth of the other side of the table during a negotiation! We can’t actually do this, so we spend a great deal of time looking for clever ways to get them to say the things that we want them to … Read more

The Art Of Making “How” Concessions

In some negotiating circles, the word “concession” is a dirty word. It means to give in to the other side, to agree to do something that they want you to do. Those negotiators who believe in using their negotiation styles and negotiating techniques to achieve “winner takes all” don’t like this concept because they believe … Read more

Using Concessions To Get The Deal That You Want

When we enter a negotiation, all too often we are thinking about what we want to get no matter what negotiation styles or negotiating techniques are used. Perhaps what we really should be thinking about is what we are going to be willing to give. What we need to remember is that a negotiation always … Read more

Any Successful Negotiation Is All About Commitment

I believe that it pretty much goes without saying that the goal of any negotiation is to eventually reach an agreement with the other side of the table. It’s how we are able to reach that agreement despite all of the negotiation styles and negotiating techniques that are being used that can at times be … Read more

How To Get Tough In Your Next Negotiation

“Would you just roll over and play dead for me please?” How many times have you wanted to say this to the other side of the table during a negotiation? Of course this rarely if ever happens. However, there are sometimes when something even worse happens – no matter what negotiation styles or negotiating techniques … Read more