Do Token Concessions Really Work?
Negotiators need to understand that if they use token concessions during a negotiation, then they can get the other side to make more concessions
reciprocity
How To Go About Making Concessions In Your Next Negotiation
Negotiators need to understand that making concessions during a negotiation is important
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
What’s The Best Way To Make A Concession During A Negotiation?
Negotiators need to understand how to go about making concessions during a negotiation in order to get the maximum value for what they give up
What Do Ethics Look Like During A Negotiation?
Ah, ethics. We all know about them, we all know that no matter what negotiation styles or negotiating techniques we are using, we should be ethical when we are negotiating, but do any of us really know what it means to be ethical during a negotiation. I mean, we enter a negotiation with one key … Read more
Just Exactly What Information Should You Share During A Negotiation?
Negotiators need to understand that information will be shared during a negotiation and so they have to decide what they would like to share and when
Four Ways To Use Concessions In Your Next Negotiation
As negotiators we understand that in order to get what we want out of a principled negotiation no matter what negotiation styles or negotiating techniques we are using we are going to have to make concessions to the other side. What we need to understand is how best to make concessions in order to allow … Read more
What Does Logrolling Have To Do With Negotiating?
When we enter into a negotiation, we are thinking about one thing: what we’d like to use our negotiation styles and negotiating techniques to get out of the negotiation. Let’s face it, we’re rather self-centered when it comes to planning how our next negotiation is going to turn out. As I’m pretty sure that we … Read more
How To Deal With Negotiators Who Lie
The goal of any negotiation is to find a way to reach an agreement with the other side of the table. The challenge that we run into during this process is that no matter what negotiation styles or negotiating techniques are being used we need to understand what the other side wants and the only … Read more
Keep Your Negotiation Moving By Making A Token Concession
As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read more