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Exactly How Is A Negotiator Supposed To Get To “Yes”?

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Getting to yes is a journey but you have to know how to get there

As negotiators, when we go into a negotiation, we need to have a plan for what we want to achieve. We’ve got a number of different ways that we can go. We can hope to use our negotiation styles and negotiating techniques to get everything that we want while not really caring how things turn … Read more

Just Exactly What is A Negotiation?

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Negotiators need to learn the building blocks of negotiation business skills

We all know that it is tough to do a good job of negotiating a deal. In fact, many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives in many different forms during which we all use many … Read more

What Can Principal Agent Theory Teach Negotiators?

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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

How Can A Negotiator Save A Deal From Collapsing?

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Negotiators need to know how to bring a deal back from the dead

So just exactly when is a negotiation over? I’m pretty sure that by now you know that this is a loaded question – a negotiation is never over. Even after we’ve been able to use our negotiation styles and negotiating techniques to reach a deal with the other side, we still need to make sure … Read more

So Just Exactly How Are We Supposed To Get To Yes?

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Getting to "yes" is a journey that you need to know how to navigate

As negotiators, there are a few books that I’m guessing that we have all pretty much read. One of the classic negotiating books that everyone should have on their shelves is “Getting to Yes: Negotiating Agreement Without Giving In”. In this book, the authors explained that negotiators don’t have to choose between either waging a … Read more

How To Create Mutually Beneficial Agreements During A Negotiation

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A mutually beneficial agreement is all about creating and claiming value

It goes without saying that when we sit down at the negotiating table, both sides have a different view of the world. We both want something and in order to get what we want, the other side is going to have to be willing to give something up. The fact that we all have different … Read more

How To Create Value While Negotiating

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Using integrative negotiation strategies you can create value during a negotiation

If you sit back and think about it, what are you really trying to accomplish during a negotiation with all of your fancy negotiation styles and negotiating techniques? If you are like most of us, what you would like to be able to do is to discover additional value that nobody realized was there, perhaps … Read more