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The Accidental Negotiator

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The Accidental Negotiator

principled negotiation

Does How You Set Up A Negotiation Determine Its Outcome?

May 26, 2023 by drjim
If you make a mistake in the setup, you may not get the outcome you want

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

Categories 01 - Prepare Tags category, goals, negotiating techniques, negotiation, negotiation styles, people, planning, principled negotiation, purpose, room, setting, transformative

Use MESOs To Get Reluctant Negotiators To Commit

May 19, 2023 by drjim
Using MESOs can help you to create value in your next negotiation

MESOs allow a negotiator to propose multiple simultaneous offers in order to reach a deal with a difficult person

Categories 06 - Package Tags agreement, difficult people, MESO, multiple simultaneous offers, negotiating techniques, negotiation styles, principled negotiation, strategy

Dealing With Difficult People: When Is It Time To Let It Go?

May 12, 2023 by drjim
Is there ever a time that we should give up and walk away?

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

Categories 07 - Close Tags fair, fairness, let go, negotiating techniques, negotiation styles, principled negotiation, psychologically, renegotiate, settler’s remorse, sunk costs, undo

Strategies For Getting More Out Of Your Next Negotiation

May 5, 2023 by drjim
Distributive bargaining strategies can get you the deal that you want

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

Categories 04 - Explore Tags anchor, BATNA, bottom line, distributive negotiation, high aspirations, integrative negotiation, negotiating techniques, negotiation styles, principled negotiation

How To Create More Value During Your Next Negotiation

April 28, 2023 by drjim
We need to have strategies in order to be able to create value during a 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

Categories 04 - Explore Tags biases, emotional, intuition, list, logical, negotiating techniques, negotiation styles, options, principled negotiation, quick, sessions, slow, time

How To Go About Making Concessions In Your Next Negotiation

April 21, 2023 by drjim
We need ways to build goodwill and reciprocity in our next negotiation

Negotiators need to understand that making concessions during a negotiation is important

Categories 06 - Package Tags benefits, concession, deal, given up, negotiating techniques, negotiation styles, overlook, principled negotiation, quickly, reciprocity, tactic

Negotiators Discover The Power Of A Hidden Price

April 14, 2023 by drjim
If the price is not known, then that can affect the whole negotiation

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

Categories 05 - Signal Tags anchor, anchoring, BATNA, bid, hidden, negotiating techniques, negotiation styles, opening bid, price, principled negotiation, ZOPA

How Negotiators Can Use Tradeoffs To Create More Value

March 31, 2023 by drjim
It is possible to increase the value in a negotiation

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

Categories 05 - Signal Tags fairness, mistake, negotiating techniques, negotiation styles, principled negotiation, reciprocity, social process, tradeoff, tradeoffs, trust

Using A BATNA To Get The Deal That You Want

March 24, 2023 by drjim
You have to know your BATNA in order to use it

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

Categories 06 - Package Tags BATNA, best alternative to a negotiated agreement, decision tree, negotiating techniques, negotiation styles, principled negotiation, risk tolerance

Ways Being A Boss Can Hinder Your Negotiations

March 17, 2023 by drjim
Acting like a boss during a negotiation can prevent you from getting a deal

Authoritarian negotiators need to understand that their style of negotiating can cause problems and may prevent them from getting the deal that they want

Categories 01 - Prepare Tags authoritarian, autocratic, backlash, collaborative, leadership, negotiating techniques, negotiation styles, prepared, principled negotiation, style, underestimate
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