Does How You Set Up A Negotiation Determine Its Outcome?
Negotiators who want to get the most out of their next negotiation need to plan where it will be held and only invite the people who can help to reach a deal
principled negotiation
Use MESOs To Get Reluctant Negotiators To Commit
MESOs allow a negotiator to propose multiple simultaneous offers in order to reach a deal with a difficult person
Dealing With Difficult People: When Is It Time To Let It Go?
Negotiators who have reached an agreement with the other side may be tempted to renegotiate it in order to try to get a better deal
Strategies For Getting More Out Of Your Next Negotiation
During a negotiation, negotiators can use distributive negotiations in order to divide up what is being negotiated and then use various strategies to be successful
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
How To Go About Making Concessions In Your Next Negotiation
Negotiators need to understand that making concessions during a negotiation is important
Negotiators Discover The Power Of A Hidden Price
Negotiators may find themselves in a negotiation where the price of the product is not known and they need to be careful to understand the limits of the negotiation
How Negotiators Can Use Tradeoffs To Create More Value
Negotiators need to make tradeoffs during a negotiation in order to reach a deal but we need to trust the other side in order to do this
Using A BATNA To Get The Deal That You Want
Excerpt: Negotiators need to understand that they may encounter an impasse in a negotiation and so they need to know their BATNA and what to do with it
Ways Being A Boss Can Hinder Your Negotiations
Authoritarian negotiators need to understand that their style of negotiating can cause problems and may prevent them from getting the deal that they want