Bargaining Strategies When You’re Dealing With A Fixed Pie

To claim your fair share, you have to first take the time to prepare properly

As negotiators, we understand that when we enter into a negotiation we need to use our negotiation styles and negotiating techniques to both collaborate and compete with the other side of the table. It is our job to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. … Read more

Dealing With Conflict During A Negotiation

When conflict arises during a negotiation, it needs to be resolved

Negotiating is all about having a discussion with the other side while using your negotiation styles and negotiating techniques with the hope of changing the way that they see the world. As expected, this kind of change does not always happen easily – a negotiation can cause conflicts to occur. When an issue flares up … Read more

Keep Your Negotiation Moving By Making A Token Concession

A token concession can prompt reciprocation

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

How You Can Use Patience To Overcome A Deadline In A Negotiation

Every negotiation is a battle of wits between two sides. The other side needs you to do what they want you to do and so they’ll be trying to use a number of different negotiation styles and negotiating techniques to make this happen. One technique that they may try to use on you is to … Read more

What Does It Take To Feel Good About A Negotiation?

So here’s an interesting question for you: what is the goal of your next negotiation. Yes, yes, I know that you want to walk away from the table with a good deal (and so does the other side), but is that really your goal for the negotiations? Do you think that it would be possible … Read more

What Will It Take To Make The Other Side Feel Satisfied?

As we prepare for our next negotiation with all of its negotiation styles and negotiating techniques, it can be all too easy for us to focus on what we want to get out of the negotiation. I mean, that’s really why we’re going to go to the effort of participating, right? It turns out that … Read more