Negotiators Need To Know How To Close The Deal

In order to get what you want, you need to know how to close the deal

Negotiators know that the real challenge to a negotiation comes at the end. No matter what negotiation styles or negotiating techniques have been used during the negotiation, in the end it all comes down to the closing. Can you get the other side to agree to do a deal with you? As simple as this … Read more

Learning To Use Anchors In A Negotiation

Negotiators need to learn how to defuse the anchoring bias and make smart first offers

If you’ve been doing any negotiating, then you’ve probably heard the term “anchoring”. This, of course, brings up the question “what exactly is anchoring in negotiation, and how does it play out at the bargaining table?” If you want to become a better negotiator, then you are going to have to learn how to use … Read more

How To Defend Yourself During A Negotiation

Find a way to negotiate without bias when you can defend yourself

When we enter into a negotiation, we never know who will be sitting across the table from us. Will they be a negotiator who is just starting out or a skilled professional who has done this countless times before? In any negotiation that you participate in, you will undoubtedly find yourself on the defensive at … Read more

What Should Be On Your Negotiation Checklist?

Negotiators who go into a negotiation well prepared both create and claim value

As negotiators, every time that we enter into a negotiation we hope to be able to use our negotiation styles and negotiating techniques to walk away with a deal that we can live with. However, in order for that to happen we have to have taken the time to prepare for the negotiation. All too … Read more

How To Claim Your Fair Share In Your Next Negotiation

You need to claim your fair share during your next negotiation

Every negotiation that we are involved in has two different components to it. The first is what is called “value creation”. This is, as its name implies, the process by which we attempt to put more issues on the table – we try to make the negotiation become bigger. The other part is called “value … Read more

How To Use Price Anchoring In Your Next Negotiation

Price anchoring strategies can make or break your next negotiation

When we are involved in a negotiation that involves prices, we need to keep in mind that no matter what negotiation styles or negotiating techniques are being used, it’s the first number that either side presets that will play an important determining factor in how the rest of the negotiation goes. It turns out that … Read more

How To Make Anchoring Work For You During A Negotiation

Anchoring can be used during a negotiation to reduce risk

During a negotiation, sometimes something amazing happens. When one side presents a number to the other side, that side can all of suddenly end up irrationally fixating on that first number that was put forth at the bargaining table. This number is called “the anchor”. The other side (or us) can become fixated with it … Read more

How To Conduct A Successful Distributive Negotiation

Distributive Negotiations require careful preparation on your part

Let’s face it: there are a lot of different types of negotiations that we can find ourselves in the middle of any any point in time. As negotiators we need to be able to recognize each one of them and then take the appropriate action in order to maximize the chances of being able to … Read more