When Should A Negotiator Show Their Hand During A Negotiation?

Information comes with both risks and rewards

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

The Key To A Successful Negotiation Is Collaboration

Collaboration is how you get on track to reach an agreement

As negotiators, our goal during a negotiation is to use our negotiation styles and negotiating techniques to reach a mutually beneficial agreement with the other side. This, of course, brings up the question: what exactly is a mutually beneficial agreement? If you ask around, some negotiation experts believe that a mutually beneficial agreement is one … Read more

How To Defend Yourself During A Negotiation

Find a way to negotiate without bias when you can defend yourself

When we enter into a negotiation, we never know who will be sitting across the table from us. Will they be a negotiator who is just starting out or a skilled professional who has done this countless times before? In any negotiation that you participate in, you will undoubtedly find yourself on the defensive at … 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

Negotiators Know How To Use MESOs To Get What They Want

Several offers are generally better than just one offer

Let’s face it, during a negotiation things can go wrong. You were making progress using your negotiation styles and negotiating techniques to work towards reaching a deal one minute and then all of a sudden you find yourself staring at an impasse. You have made offers to the other side, they have made offers to … Read more

How To Avoid Being Overconfident In Your Next Negotiation

Being overconfident can affect your judgement during a negotiation

In addition to different negotiation styles and negotiating techniques there are a number of different things that negotiators need to be able to deal with during a negotiation. Being overconfident is one of these. What we need to understand is that if we allow ourselves to become overconfident, then there is a good chance that … Read more

How To Create Value In Your Next Negotiation

Negotiators want to find ways to expand the pie

Negotiators want to find ways to expand the pie Image Credit: Photo by Toa Heftiba on Unsplash Negotiators view every negotiation as a type of game. They show up ready to use their negotiation styles and negotiating techniques to compete with the other side in order to see who can walk away being a winner. … Read more