How To Create More Value During Your Next Negotiation
Negotiators need to understand that we often rely too much on our intuition and what we need to do is to slow down and think logically
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How To Get The Other Side To Say “Yes”
The goal of every negotiation is to find way to get the other side to say “yes” to our proposal. The trick is knowing the steps needed to make this happen
Negotiators Discover That They Need To Limit Their Options
Negotiators need to be able to deal with situations in which they are presented with too many options and when they become over confident
Just Exactly What is A Negotiation?
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
How To Conduct A Successful Distributive Negotiation
Let’s face it: there are a lot of different types of negotiations that we can find ourselves in the middle of any any point in time. As negotiators we need to be able to recognize each one of them and then take the appropriate action in order to maximize the chances of being able to … Read more
Negotiation Tips For Buying A Car
When we think about negotiating, we tend to think about how to apply our negotiation styles and negotiating techniques to business situations. We may be buying or selling supplies, purchasing a location, or trying to schedule the delivery of a product. However, it turns out that our negotiating skills are also useful for us when … Read more
In A Negotiation, How You Frame Things Is Important
The goal of any negotiation that we participate in is to use our negotiation styles and negotiating techniques tofind a way to get the other side to agree to our proposal. There are a lot of different ways that we can go about trying to make this happen. We can beg, we can threaten, we … Read more
Negotiators Need To Understand The Power Of “Fait Accompli”
I don’t know about you, but from my point-of-view it can take a very long time to negotiate certain things. You create your negotiating negotiation styles and negotiating techniques, spend your time talking with the other side for days, weeks or even months and then when all is over and done with, with a little … Read more
Using The Power Of Legitimacy In A Negotiation
It’s actually sorta interesting. As negotiators we go into a negotiation expecting to use our negotiation styles and negotiating techniques to have an extended discussion with the other side regarding the deal that is on the table before us. Depending on what is at stake, these discussions may continue for quite some time and may … Read more
Just Exactly How Do You Negotiate?
Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how … Read more