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
preferences
How To Create Value During A Negotiation
At lot of us go into a negotiation like we are getting ready to go to war. We do our research, make sure that we know who we’re going to be going up against, prepare our demands and then use our negotiation styles and negotiating techniques to charge into battle. To us a negotiation is … Read more
Where Does Power Come From In A Negotiation?
What do you need to do before a negotiation formally starts? Well, there are actually a number of different things that you should be doing, but one of the most important is to take a careful inventory of all of the “power assets” that will be potentially available to both sides during the negotiation. The … Read more
In A Negotiation You Always Have To Be Looking For The Icebergs
When a negotiation starts, we often listen to what the other side is telling us using all of their negotiation styles and negotiating techniques and we believe that we know what they want. However, in a lot of cases we are wrong. What’s going on here? It’s actually pretty simple – the other side may … Read more
How We View The Other Side Just Might Determine The Kind Of Deal We Reach
When we start a negotiation, hopefully we all know what we’d like to get out of the negotiation. However, as we size up the other side of the table, there is a good chance that we may be making a crucial mistake. We may be making assumptions about them based on their appearance or how … Read more