How To Create Value In A Negotiation?
Negotiators who want to reach a deal in their next negotiation need to take the time and find ways to add more value to the negotiation
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What Role Does Body Language Play In Negotiations?
During a negotiation, what the other side is telling you through their body language is just as important as what they are saying
The Secret To Using Multiple Offers In A Negotiation
Negotiators who run into problems can start to use MESOs (multiple equivalent simultaneous offers) to find out what the other side really wants from a deal
How Much Should You Share During A Negotiation?
In every negotiation a negotiator has to share with the other side. The big question that we need to be able to answer is just exactly how much to share
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
The Key To A Successful Negotiation Is Collaboration
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
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
Just Exactly What Information Should You Share During A Negotiation?
Negotiators need to understand that information will be shared during a negotiation and so they have to decide what they would like to share and when
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
Negotiators Know How To Use MESOs To Get What They Want
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