tactics

What Types Of Skills Does A Negotiator Need To Have?

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Negotiators need to be able to organize an effective broad-scale approach to negotiations

As negotiators we all realize that in order to be successful in our next negotiation, we need to make sure that we show up with the appropriate set of skills, negotiation styles and negotiating techniques. However, negotiators who are looking for effective negotiation strategies often confront a dizzying array of advice. When we find ourselves … Read more

A Negotiator’s Greatest Friend Is Time

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The goal of any negotiation is for us to be able to walk away with the deal that we wanted to get no matter what negotiation styles or negotiating techniques were used. The trick, as we all know, is just exactly how to go about making this happen. It turns out that if we want … Read more

Using Countermeasures During A Negotiation

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When we are negotiating with someone, we need to understand that in addition to a number of different negotiation styles and negotiating techniques they are going to be using tactics to get what they want out of the negotiations. As a negotiator, you need to be able to recognize when they are using tactics, you … Read more

Just Exactly How Do You Negotiate?

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Often when I’m working with new negotiators, they’ll ask me the classic question “how do I negotiate?” This is a fair question – even if it is a bit broad. We all negotiate every day even if we don’t really realize that we are doing it. What my students are really asking me is how … Read more

How To Deal With The Bogey Man When He Shows Up In A Negotiation

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As negotiators we need to always be on guard. We need to expect that the other side of the table will be using a wide variety of negotiation styles and negotiating techniques in order to get the deal that they want. What this means for you is that when the bogey man shows up in … Read more

When You Control The Pace Of A Negotiation, You Control The Negotiation

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Ultimately, any negotiation is about control. Who has it, who wants it, who is getting it. You want to be the one who is in control of your next negotiation no matter what negotiation styles or negotiating techniques are being used. However, how to make that happen is always the big question. It turns out … Read more

Why Trust Is So Important In A Negotiation

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In order to be a successful negotiator, you are going to have to build a reputation that makes others want to negotiate with you. One of the most important parts of this reputation is going to be just how much the other side of the table trusts you. Yes, you can use all of the … Read more

Testing Is What Good Negotiators Do Best

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I’m not sure how you felt about testing back when you were in school, but I can tell you that I really didn’t like it. However, I’ve put that all behind me now that I negotiate. It turns out that testing is something that every negotiator needs to be good at even if that means … Read more