The Role That Your BATNA Plays In A Risky Negotiation
Negotiators who go into a negotiation with all the power need to be careful how they use that power or they won’t get the deal that they want
principled negotiation
It Turns Out That Negotiations Are All About The Small Stuff
Negotiators need to understand that in order for a deal to be successful the little details all have to be worked out
It Turns Out That Negotiations Are All About The Small Stuff
Negotiators need to understand that in order for a deal to be successful the little details all have to be worked out
The Best Way To Do Price Anchoring
Negotiators can use price anchoring to take control of price discussions during their next negotiation
How To Avoid Deception In Your Next Negotiation
Negotiators need to take steps to ensure that deception is not allowed to enter into their next negotiation
A Good Negotiator Knows How To Build Trust At The Negotiating Table
So what are the most important skills for a negotiator to have? There are many of them; however, hopefully we’d all agree that the bargaining skills and tactics for building trust while negotiating are among the most important. Each time that we start a negotiation we all share the same hopes, dreams and goals: we … Read more
The Secret To Successful Distributive Bargaining
So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use our negotiation styles … Read more
How Negotiators Can Become Better Listeners
As good as our negotiation styles and negotiating techniques may be, it turns out that we may be missing one of the most important skills that a negotiator must have: the ability to listen well. During a negotiation, it can be very difficult to listen well to the other side when they are disagreeing with … Read more
How To Use Framing In Your Next Negotiation
As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer. The offer that we present to them will hopefully be what we consider to be a great deal for them. However, sometimes after we’ve made the offer, we’ll get the impression that … Read more
When Should A Negotiator Show Their Hand During A Negotiation?
As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. For that matter, what does the other side know and what don’t they know? We all do our homework before the negotiation starts so that we’ll have as much information … Read more