Published: Sat, 03 Dec 2016 13:51:12 -0600
Thu, 01 Dec 2016 07:59:15 -0600Questions form the foundation for the exchange of information in a negotiation. To the degree you ask better questions, you'll achieve greater negotiation outcomes.
Mon, 21 Nov 2016 15:13:17 -0600Instead of win-lose negotiations, it's possible to make win-win negotiations agreeable for all. Chunk up to find the values that are agreeable, and then collaboratively define ways to meet those values.
Thu, 17 Nov 2016 07:05:10 -0600To win more negotiations, listen better. When you negotiate, how well do you listen?
Thu, 10 Nov 2016 07:51:13 -0600"Negotiation Wins And Value Are In Your Mind" You win a negotiation in your mind based on the value you assign to the outcome. We give meaning to what occurs to us and we act accordingly.
Thu, 03 Nov 2016 13:40:25 -0500Did you see that? That was a microexpression. Do you read microexpressions in your negotiations?
Thu, 03 Nov 2016 07:54:29 -0500Negotiation requires you to use your head and heart together. Emotionally intelligent negotiators are those most likely to achieve win-win outcomes. Ways to be both smart and intuitive are shared in this article.
Thu, 27 Oct 2016 07:48:59 -0500"The value of reading body language is like possessing the keys of influence to unlock someone's mind, by gaining unguarded access to their hidden thoughts." -The Master Negotiator & Body Language Expert You can gain the value of influence in negotiations by reading body language accurately.
Thu, 20 Oct 2016 08:10:05 -0500"Affinity - You should never love something so much that you neglect the something you love due to neglect." -The Master Negotiator & Body Language Expert "Use Influence of Affinity To Easily Win More Negotiations" How are you influenced by the affinity factor in your negotiations?
Thu, 13 Oct 2016 08:14:38 -0500"How To Read Body Language To Negotiate More Effectively" - When you negotiate do you know how to read body language? When you read body language, do you know what to observe?
Fri, 07 Oct 2016 07:43:39 -0500Most of us have attended some events/ conferences, which we considered well - organized, informative, enjoyable, and worth our time and money, as well as a number, which we considered somewhat the opposite. Since I have been professionally negotiating, arranging, organizing, and/ or overseeing these, for about four decades, I am perhaps even more sensitive to, the difference between what often is, as opposed to what might have been! In the vast number of circumstances, the major factors are the quality and depth of the planning, and how well the organization negotiated!
Thu, 06 Oct 2016 08:37:37 -0500In your negotiations, do you consider the affinity principal's hidden value to winning more negotiations? Are you familiar with the affinity principal, understand its power, and how it can captivate someone's devotion, and have them acting like your automaton?
Thu, 29 Sep 2016 08:06:45 -0500When considering how you'll engage in a negotiation, the questions you ask of yourself and the opposing negotiator will determine how successful you'll be in the negotiation. The following are thought-provoking questions that will allow you to be a more awesome negotiator and enhance your thought process and abilities to win more negotiations.
Mon, 26 Sep 2016 14:00:53 -0500Negotiation is or at least should be a form of give and take; if you are doing ALL of the giving and none of the receiving,(getting some of your needs satisfied), then you need to flex your negotiation muscle more! Negotiating the way that you purchase goods and services should be fair to all parties involved and bring some form of value to yourself, and your community of friends and family.While negotiating, be prepared to give something of value- goods or services, in return for something valuable to the other person on the other end of the metaphoric bargaining table.Recognize the display of many examples in negotiation, in your daily life purchase, that are very akin to a business merger, acquisition, or bartering situation that can be less of a calculation and more of a mutually satisfactory deal or barter commitment. Negotiating your purchases should be a conscious decision and one that can have multiple layers of benefit to you, your city and to Americans in general. Help American get stronger by buying in your own country first! Negotiate most, if not all purchases and Services - A Business Deal, Merger or Acquisition Is Good Business Sense.
Thu, 22 Sep 2016 07:43:59 -0500When it comes to negotiating better, the questions you ask will be the gateway through which success awaits. The more probing the questions, the more engaging will be the mind.
Wed, 21 Sep 2016 13:34:35 -0500Part-time employment in the states is not going away, for some it works out great, though for those who want to have a retirement package, insurance, pension, benefits etc, we must learn to negotiate our pay rates, dates and times of employment availability and get a clear job description. All things in a job contract, via initial interview etc., are meant to be a form of negotiation. Don't let yourself be swept up in the belief that employers are kings and have the right to dictate when, what time and how often you get the opportunity to work for them.There is a very fine line that needs to be initiated and constructed in balance and harmony; keep true to yourself, recognize that you deserve to be treated fairly, and that you owe nothing to nobody! Employers want to fill a need for labor, skill or whatever the case may be. Don't lose your self-esteem in the part-time America where we live, negotiate your availability, as well as dates, times, pay and of course, don't give free reign to anybody who doesn't deserve your generosity. A job interview goes both ways!
Thu, 15 Sep 2016 07:36:05 -0500What do you look at when attempting to read body language? When you negotiate, the better you can read the other negotiator's body language, the more insight you'll have about the thought process he's going through.
Thu, 01 Sep 2016 07:24:44 -0500"Why You Should Absolutely Worry More About Renegotiating Deals" - Once a negotiation concludes, we go into relaxation mode. Don't do that!
Fri, 26 Aug 2016 09:47:57 -0500If you ever take a look at the types of people who are attracted to the negotiating profession, you'll find that they normally share a great deal in common. Specifically, these are people who like things to be nice and neat. Everything has a place for them. What they really don't like is chaos. That's why as negotiators who probably share this trait, we need to always be keeping an eye out for having scrambled eggs show up in our next negotiation.
Thu, 18 Aug 2016 07:36:32 -0500Negotiators give hidden clues per what's really on their minds by the words and gestures they use to convey their thoughts. To win more negotiations, unlock your awareness of hidden clues, and increase your level of awareness per what's said, how it's said, and the body language accompanying thoughts introduced during the negotiation.
Fri, 12 Aug 2016 10:02:17 -0500When I'm working with negotiators who want to become better, one of the questions that I'm presented with the most often is not about different negotiation styles or negotiating techniques, instead it is "what is the best way to start a negotiation". The answer to this question is "any way that will end up getting you the deal that you want". However, perhaps we need to be a little bit more specific about the things that you need to be doing in order to start your next negotiation correctly.
Fri, 05 Aug 2016 09:43:35 -0500As negotiators we all want to be successful. We may define what we mean by success differently, but in the end it all comes down to the same thing - we want to get our way in the negotiations without having to give too much away. Although there are many different negotiation styles and negotiating techniques that we can use to make this happen, it turns out that there is really one thing that is going to control just how successful we'll be in our next negotiation.
Thu, 04 Aug 2016 07:00:34 -0500Do you know how to be more influential and persuasive when negotiating? What factors do you consider to enhance your influence and become more persuasive in your negotiations?
Thu, 28 Jul 2016 08:03:51 -0500How do you calculate the intrinsic value of influence in a negotiation? Recently I earned and received a very distinguished award from an association of which I'm a member.
Tue, 26 Jul 2016 15:38:00 -0500Traditionally in a business sale the price can only go down during the due diligence process. With this negotiating technique you can achieve a corresponding upside in purchase price.
Tue, 26 Jul 2016 13:40:16 -0500Selling a company can often be a tension-packed roller coaster of emotions. Every once in a while you experience a lighter moment. This article describes how a potential deal breaker turned into a very funny story.
Fri, 22 Jul 2016 10:50:12 -0500One of the first things that all of us learn about negotiating is that in the end after we get over all of the negotiation styles and negotiating techniques being used, it's all about time. There is only so much time to conduct a negotiation. You only have so much time, the other side only has so much time, etc. Very quickly we all start to realize that time is a tool and whichever side uses this tool the best will probably end up getting what they want out of the negotiation. The big question is how to make this happen?
Thu, 21 Jul 2016 08:21:11 -0500When negotiating, how do you attempt to improve your mindset to win more negotiations? To the degree you're willing to settle for less in a negotiation, you're saying, you want less.
Fri, 15 Jul 2016 10:20:06 -0500The simple life is not what negotiators have going for them. Instead, the world in which we find ourselves living in is a complicated place filled with many negotiation styles and negotiating techniques along with different things that can trip us up at any moment. It is this world that we need to come up with ways to not only survive, but to also thrive. What this means is that we need to learn how to take calculated risks.
Thu, 14 Jul 2016 08:06:18 -0500Everyone seeks to obtain and exercise control in a negotiation. Thus, the more control you have and exercise it the more enhanced your negotiation efforts will be.
Thu, 07 Jul 2016 07:07:31 -0500Do you observe the impact your verbal nonverbal communication has on your negotiation efforts? To increase your effectiveness at the negotiation table and in life, read the following to note how to communicate better via verbal nonverbal means.
Fri, 01 Jul 2016 09:46:10 -0500More than one negotiation that I've been involved in I've found myself pushed into a corner. There were a lot of different reasons for how this had happened: I was dealing with a sole supplier, I was operating under a very tight deadline, they were better at using negotiation styles and negotiating techniques, etc. I can remember the feeling of helplessness that I felt in each of these situations. What I needed at that moment in time was some help. Could it be that my company's big book of policies may have held the answer that I was looking for?
Thu, 30 Jun 2016 07:53:25 -0500Have you considered how colors can improve your negotiations and the impact colors have on your body language? People make snap judgments based on the colors we wear and the colors of the negotiation environment we're in.
Fri, 24 Jun 2016 10:47:32 -0500OK, so I'm willing to admit it - I'm lazy. If I can get someone else to do work for me, more often than not I'll ask them to do it. The problem with being this way is that I spend a great deal of my time negotiating. It turns out that when you are a negotiator, this "Tom Sawer's white picket fence" technique where you get others to do your work really is not what you want. You really want to be the one who is doing all of the work!
Thu, 23 Jun 2016 07:29:54 -0500One party was in the majority, which meant they had control of the house. The other party performed a drastic act to challenge the power of the majority party.
Mon, 20 Jun 2016 07:15:02 -0500Do you find pleasure in defeating the other party in any kind of deals? Does it make you feel glorious? How about the win-win approach? This is the modern approach in fact and works all the time. May be you need to upgrade your thoughts and view points on this. Look inside for thoughts on this.
Fri, 17 Jun 2016 09:46:23 -0500If we ran the world, and we don't (yet), then every time that we started a negotiation we'd be in control of how it was going to go. We'd be able to control what issues the other side would object to and which ones they'd be willing to go along with. When an objection came up, we'd deal with it masterfully and quickly resolve it in our favor and then move on. Although we don't control the world, we can take steps to make our next negotiation go the way that we want it to go.
Thu, 16 Jun 2016 06:54:35 -0500What mind control secrets do you use to win negotiations? Better yet, do you consider how to control your mind and that of the opposing negotiator to win negotiations?
Fri, 10 Jun 2016 10:32:39 -0500When we are negotiating with the other side, no matter what negotiation styles or negotiating techniques are being used what we are really looking for from them is commitment. Commitment to do what they promise to do. Commitment to continue to uphold their side of the deal even if things change. Commitment to make sure that we get what we want to get out of this deal. Commitment is a very powerful thing. However, commitment comes in many different forms and so we need to make sure that we know what form of commitment we are really looking for.
Thu, 09 Jun 2016 13:41:41 -0500NEGOTIATE AND REAP FINANCIAL AND INTERPERSONAL STRENGTH AND INGENUITY. THE LOST ART OF NEGOTIATION PRACTICED WORLDWIDE: LET'S REIGN IT IN AND BRING IT BACK HOME TO AMERICA... The Lost Art of Negotiation - Negotiation is an empowering quality that adds value to our commerce,purchasing power and fortitude. Negotiation is practiced, expected, and more than just a cultural distinction. Negotiating brings a sense of respect for the buyer as well as for the vendor. When you take the time to invest in your product, service or idea, you have the ability to shine the spotlight on yourself! In this world of trade and commerce, somethings remain plainly clear; at the end of the day, it is still all about people buying people and we attach our feelings about the person to the quality of what it is that they are selling.
Thu, 09 Jun 2016 06:59:17 -0500How do you use the perception of value to win negotiations? The way you do so will enhance or detract from your chances of winning the negotiation.
Thu, 02 Jun 2016 07:34:41 -0500Do you know how to win more negotiations by using misdirection? Misdirection is a ploy that negotiators use in negotiations to alter the perspective of the opposing negotiator and/or expose that individual as possessing a different outlook than the norm from others involved in the negotiation.
Wed, 01 Jun 2016 09:12:30 -0500Negotiating is a skill all of us need, but few of us have. I give some tips on how to negotiate using the most common example, buying a car.
Fri, 27 May 2016 09:42:02 -0500The longer that a negotiation goes on, the more complicated it can become. With all of the different negotiation styles and negotiating techniques being used, as a negotiator it can become very difficult to stay on top of just exactly what has already been agreed to in a complicated negotiation and what issues still remain to be resolved. This is when creating either an LOI to start a new negotiation or an MOU to keep the current negotiation moving forward can be a big help. However, who should actually write these documents?
Thu, 26 May 2016 08:32:20 -0500What body language signals do you observe when observing the body language of others and how do you use that information in your negotiations (you're always negotiating)? A client and I entered a restaurant.
Tue, 24 May 2016 06:08:08 -0500It is truly an addiction to the chemical reaction in your body of getting upset and not backing down. Don't get me wrong, I am all for standing for something to get resolved, but from being powerful. Being powerful is very distinct from getting your heels dug in about your position being right and being unable to hear or discuss things with another person to resolve differences.
Fri, 20 May 2016 13:39:12 -0500Negotiation, is a process of compromise that we settle for taking into the consideration that both parties get benefited and arrive to a result that is possible. In other words it is settling of an argument or an issue that involves two parties over a conclusion that they both agree upon. It is linked with a strong chain called communication. Communication plays a very vital role in negotiation process, more you will make other party understand your point of view higher the chances are that you will fall into a winning place.
Fri, 20 May 2016 09:15:16 -0500Negotiations are complicated things. There are often a number of different people involved, there are multiple discussions that are held over time perhaps in different locations, and all sorts of negotiation styles and negotiating techniques are used. As a negotiator, it's your job to make sure that everything is kept in line - that everyone knows what they've already agreed to and what still needs to be hammered out. This is where a LOI and a MOU can step in and help you out.
Thu, 19 May 2016 06:22:07 -0500When it comes to stress in negotiations, it's shown in one's body language. So, what causes stress in a negotiation?
Fri, 13 May 2016 10:08:24 -0500More often than not, the negotiations that I find myself involved in are complex beasts that have a lot of different moving parts. It can become very difficult to keep track of all of the different parts so that I understand what still needs to be worked out. The good news is that this is a very common problem in negotiations. This means that there is a solution for this challenge: a letter of intent (LOI) and a memorandum of understanding (MOU).
Thu, 12 May 2016 06:15:17 -0500Emotions control negotiations. Thus, when you don't control emotions in a negotiation, you don't control the negotiation.
Mon, 09 May 2016 15:24:01 -0500Every job seeker must at some point find themselves at the difficult situation of deciding on a job offer on the table. This article covers the steps and proven approaches that you need to follow and how to nicely negotiate on a job offer at hand.
Fri, 06 May 2016 09:49:39 -0500One of the challenges that we all encounter when we negotiate on the phone is that this type of negotiation really does not leave much of a paper trail no matter what negotiation styles or negotiating techniques were used. Oh sure, we might be able to point at our calendar after the call is over to show that it was scheduled to happen, but no papers were exchanged and there is really no proof that we talked. This means that what we do after the call is that much more important. This has got to include sending the right type of email to the other party.
Thu, 05 May 2016 08:52:40 -0500Do you know how to win more negotiations by using positioning? Positioning occurs when you frame the way you wish to be perceived by the opposing negotiator.
Fri, 29 Apr 2016 09:33:41 -0500Ah, the phone negotiation. This type of negotiation is just like negotiating face-to-face with all of the same negotiation styles and negotiating techniques, right? Umm, actually no, it isn't. There are a lot of things that you and I know that we need to do when we are negotiating face-to-face that it can be all too easy to forget about when we are negotiating over the phone. Perhaps we should take just a moment and review two of these critical tasks.
Thu, 28 Apr 2016 07:52:10 -0500What body language signals do you observe to unlock and enhance your chances of winning more negotiations? If you're astute at accurately deciphering body language signals during a negotiation you have a huge advantage in the negotiation.
Tue, 26 Apr 2016 08:30:03 -0500This article talks about the disparity in experience between a typical business seller and his buyer counterpart. There is a normally a huge gap in experience because the seller is likely involved in his first and only business sale whereas the buyer has often completed dozens of transactions. Here are several negotiating approaches from buyers and suggested ways to combat them.
Tue, 26 Apr 2016 08:10:52 -0500Usually in a business sale the buyer's team brings experiential advantages over the seller's team to the process. The seller is usually embarking on their first business sale, whereas the buyer has often completed dozens of prior transactions. So from the start, the seller is subject to a process that greatly favors the business buyer. This article will identify in the negotiation and LOI process, buyer attacks on transaction value and approaches you can use to hold your ground against this formidable opponent.
Fri, 22 Apr 2016 09:28:04 -0500One of the nice things about being an adult who engages in negotiations is that we are not required to know everything. A negotiation is not like an 8th grade history test where we're going to be expected to regurgitate everything that we know about what products Brazil exports. We get to use notes. However, what notes we use and how we use them can determine how our next negotiation turns out.
Thu, 21 Apr 2016 06:57:43 -0500When asked if lying helps win negotiations, I say it depends on several factors. It depends on what is considered a lie and how such is perceived by the other negotiator.
Thu, 21 Apr 2016 06:42:22 -0500Channeling the power of negotiation can be a huge game changer for your life. I want to share with you four tips utilized by influential speakers that can be utilized in any negotiation situation in your life.
Fri, 15 Apr 2016 09:51:18 -0500Can you picture yourself talking on the phone? If you are like me, it's generally a scene of mass confusion. Sure I'm talking on the phone, but there is a very good chance that I'm doing a number of other things at the same time. These can include walking / running to get to some other place, trying to either put things into a bag or take them out, and I might even be using my mobile phone's speaker and trying to accomplish other things on the phone while having a conversation. Just imagine if you are trying to negotiate on the phone using different negotiation styles and negotiating techniques! Looks like you are going to need the help of a checklist...
Thu, 14 Apr 2016 07:46:34 -0500How do you use emotional intelligence when you're negotiating? Everyone uses emotional intelligence throughout their day. The better you are at recognizing how emotional intelligence is used the more astute you can become at using emotional intelligence upon others when you're negotiating. In so doing, you'll gain more of what you seek in your negotiations and other aspects of your life.
Fri, 08 Apr 2016 10:07:13 -0500These days we all spend so much time on the phone we really don't give it another thought. However, perhaps we should. For you see, not only are we spending more and more time on the phone, but we have also started to include using the phone in our negotiations. Negotiating on the phone is different from negotiating face-to-face. One of the biggest differences in terms of impact on negotiation styles and negotiating techniques is the role that your ears play in the negotiations...
Thu, 07 Apr 2016 07:45:58 -0500In your negotiations, what's your value perspective and how do you assess the other negotiator's value perspective? The better you determine what's of true value to the opposing negotiator, the better positioned you'll be to win more negotiations.
Thu, 31 Mar 2016 06:44:08 -0500"How To Combat Fear Right When Negotiating." Let's face it, fear can be prevalent in anyone when negotiating, but everyone can combat fear and turn it into an ally when fear is combated right in a negotiation. To combat your fears when you're negotiating, consider the following.
Thu, 24 Mar 2016 06:55:43 -0500Respect is an often overlooked intrinsic value that contributes to winning more negotiations. The following insights, per how to display respect in a negotiation will give you a few more tools to add to your negotiation repertoire.
Fri, 18 Mar 2016 13:27:17 -0500We all know that we have 5 senses with which we take in what is happening around us (some of us may have 6 senses but that's a different movie). Which one of these senses is the most important in terms of negotiation styles and negotiating techniques to you during a negotiation? I'm pretty sure that most of us would say that our hearing is critical. However, after that - what comes next? How about vision? If that's true, than what happens when we negotiate on the phone?
Thu, 17 Mar 2016 14:09:22 -0500"Oysters open completely when the moon is full; and when the crab sees one, it throws a piece of stone or seaweed into it and the oyster cannot close again so that it serves the crab for meat. Such is the fate of him who opens his mouth too much and thereby puts himself at the mercy of the listener." Leonardo Da Vinci (1452-1519)
Thu, 17 Mar 2016 06:51:16 -0500Every good negotiator knows you can negotiate better by controlling your mind. The question is do you catch yourself when you're about to go into mental meltdown, or do you realize when it's too late? Observe the following to gain insights to how you can negotiate better by controlling your mind.
Wed, 16 Mar 2016 06:29:16 -0500I still recall bits and pieces of the first negotiation I did as a lawyer more than 30 years ago. I was a new lawyer in a firm that specialized in maritime law, a subject area which seemed to suit me, as I had sailed in the merchant marine and was well acquainted with ships and things nautical. One of the firm's clients was a tugboat owner who found himself in need of a barge for an upcoming commercial venture. And so it happened that, one Friday afternoon, one of the firm's partners stepped into my office, handed me a draft of a barge charter agreement and told me to "get the deal done". This was to be my first negotiation as a lawyer.
Mon, 14 Mar 2016 07:12:29 -0500Nearly everything in life worth achieving, requires some sort of negotiating skills. While many people say they know how to negotiate, it is important to realize that is far different from effectively doing so. Therefore, both regarding our personal lives, as well as many skills associated with business expertise, effective negotiation is a key to excellence.
Fri, 11 Mar 2016 10:34:29 -0600Every negotiation has its own unique momentum. No matter what negotiation styles or negotiating techniques are being used, things just seem to be moving along at a pace that suits that particular negotiation. Sometimes it will be fast and other times it will be slow. However, the one thing that you don't want to happen during a negotiation no matter what its momentum is will be for an interruption to show up. If this occurs, then you've got a setback on your hands and you're going to have to deal with it.
Thu, 10 Mar 2016 07:02:31 -0600When you negotiate, what do you focus on? Do you attempt to enhance your negotiation efforts by focusing more on your perception of perceived value?
Fri, 04 Mar 2016 10:28:02 -0600In a typical negotiation you sit down at a table and the other side sits down across from you. You can see them, they can see you. All of the discussions that happen during the negotiation can be watched and listened to by everyone in the room. Often times, we'll direct our conversation to different people on the other side of the table depending on what is being discussed. When you get involved in a negotiation that is occurring over the phone, this all changes.
Thu, 03 Mar 2016 08:19:58 -0600Have you considered how to negotiate better and win more negotiations by using influence? Are you aware how influence impacts a negotiation?
Fri, 26 Feb 2016 11:34:33 -0600Many mompreneurs still feel at a loss when it comes to negotiating successfully with partners and clients. Here are some essential tips to follow in order to negotiate from a position of strength.
Thu, 25 Feb 2016 15:18:47 -0600I don't like to use phones when I'm negotiating. There, I said it. In this day and age where Apple seems to come out with a new must-have phone almost every other week, it seems like blasphemy to say that you don't like talking on the phone, but when it comes to negotiating I believe that phones suffer from a huge disadvantage. There is no face-to-face.
Thu, 25 Feb 2016 07:57:27 -0600You can negotiate better by lying right when it's appropriate to do so. The question is, when is the right time to lie and how do you determine when it's appropriate?
Fri, 19 Feb 2016 15:37:24 -0600Let's face it - attempting to conduct a negotiation over the phone is really never a good idea. When we are negotiating face-to-face with someone, we are in control of the situation. We have our notes, we have our support staff, and we have the ability to look the other side of the table straight in the eye and determine what they are really thinking. When we move the negotiation to the phone, all of these things go away. Using the phone for a negotiation introduces a lot of traps that you need to be aware of.
Tue, 16 Feb 2016 14:03:36 -0600Negotiation is a fact of life. In a very real sense, we are all negotiators. Inevitably, our own needs and concerns bump up against the needs and concerns of those around us and we bargain in order to reconcile our needs/concerns with those of others.
Fri, 12 Feb 2016 12:50:17 -0600Have you ever been in a situation that you disagree with the encountered price? I believe so, most of us have. At this point you have entered into a negotiation.
Fri, 12 Feb 2016 10:04:19 -0600Let's face it, just about every phone call that we receive is an interruption. When we are engaged in a negotiation, this can be a real inconvenience. I mean really, who can say "no" to a phone call? As disruptive as this can be, this might also be yet another tool that we can use in order to steer a negotiation in the direction that we want it to go. Could a phone call be both a friend and a foe at the same time?
Thu, 11 Feb 2016 06:35:02 -0600Do you know how to win negotiations by using micro expressions? Are you aware that savvy negotiators detect your micro expressions to give them an edge over you when they negotiate?
Fri, 05 Feb 2016 10:18:09 -0600What a wonderful age we are living in! We have the ability to watch 500 TV channels at any time of the day, we can hop on a plane and get to almost any corner of the globe in a matter of hours and, even better, we can get in touch with almost anyone at any time simply by placing a phone call to them. This has dramatically altered how negotiations are being performed. Has it made them better or worse for us?
Fri, 05 Feb 2016 07:12:11 -0600Negotiating with friends can make you sad because of the heightened emotions that can be involved; emotions can be invoked as the result of caring too much about the preservation of the relationship, which can create unimaginable angst. That level of angst can lead to sadness.
Fri, 29 Jan 2016 09:54:10 -0600One of the biggest questions that we all struggle with when we are in the middle of a negotiation has to do with goals. When a negotiation includes such items as price or delivery dates, we need to understand what we want and then we need to understand how we're going to go about getting it. This is where the zone of uncertainty comes into play.
Thu, 28 Jan 2016 06:38:34 -0600Have you observed how good negotiators absolutely spin their points and counterpoints to win more negotiations? You can do the same when you negotiate in solo and team environments in which all of the negotiators are not at the negotiation table...
Fri, 22 Jan 2016 09:38:37 -0600I can only speak for myself, but when I'm involved in a negotiation, I'm INVOLVED in a negotiation. Unfortunately, what this means is that my attention is almost completely focused on the issues at hand. I'm keeping track of what both sides have agreed to, where the issues are, what negotiation styles and negotiating techniques are being used and what concessions I've already made. What this means is that I find it hard to focus on the big issues. Like if what I'm negotiating for is the wrong thing.
Thu, 21 Jan 2016 07:09:55 -0600Gaining leverage in a negotiation is one aspect that leads to winning a negotiation. The questions some negotiators ask are, how do I gain leverage in a negotiation, what's the value of it, and how do I use it once I have it?
Wed, 20 Jan 2016 10:55:09 -0600Facts on Women and Negotiating: Women initiate negotiations four times less often than men. Women steer clear of making waves and being perceived as difficult. Women aren't naturals at deal making.
Fri, 15 Jan 2016 09:23:59 -0600More power. Is that really asking too much? As a negotiator, it sure seems as though all that any of us really wants is more power. If we could get that, so the thinking goes, then we could get the deal that we're looking for and the world would be a better place. However, it turns out that we might be asking for the wrong thing - what would you do with it if you really got more power?
Thu, 14 Jan 2016 07:00:51 -0600When you negotiate out of fear, are you aware that doing so can lead to more fear? There are times when you should be fearful during a negotiation (e...
Mon, 11 Jan 2016 07:42:53 -0600Deception is to winning wars as wars are to securing peace. Thus, does deception lead to peace?
Fri, 08 Jan 2016 14:51:43 -0600As 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 your next negotiation, you need to be able to recognize him and be prepared to deal with his arrival.
Mon, 28 Dec 2015 11:41:10 -0600Most of the time you hear about the wage gap between men and women - and how the gap is caused by the struggles women face in balancing work and family responsibilities. But the effects of that struggle are not all bad, because the result of your efforts has given you strength as well. When handling family matters, you learn numerous skills that help you within the workplace, too.
Wed, 23 Dec 2015 06:25:28 -0600Despite the frequency with which we all engage in some sort of bargaining behavior, most of us have never given much thought to any particular method or approach regarding how we negotiate. We proceed, instead, from one bargaining exercise to another, treating each one as a discrete, singular event, rather than adopting and honing a set of basic principles we can apply to each and every negotiation. We are not unique in this regard. Many lawyers and business people who negotiate professionally lack any systematic, foundational approach to the negotiation process.
Fri, 18 Dec 2015 10:16:07 -0600Any negotiator knows that in a negotiation, information is power. The more information that you share with the other side of the table, the more power you are handing over to them. Just because you know this, does not necessarily mean that the rest of your team also understands it. As a negotiator, it's your responsibility to make sure that your team doesn't end up sharing more than they should with the other side.
Thu, 17 Dec 2015 07:23:33 -0600During negotiations, subliminal messages have a huge impact on the flow and outcome of the negotiation. Thus, the use of subliminal messages determine the degree you'll win or lose the negotiation.
Mon, 14 Dec 2015 06:13:26 -0600How many times do we hear law makers claim they've signed a Historical Agreement or negotiated a strategic piece of legislation for us, the people? How many bad agreements or laws have we watched come into existence supposedly to help us? Things like nuclear proliferation agreements with other nations or omnibus bills passed by congress and signed into law which fail to hit the mark by miles? How many times have those new laws passed or agreements actually done the exact opposite of what was promised, promoted, PR'ed, pontificated, or praised?
Fri, 11 Dec 2015 10:30:22 -0600When we negotiate, we want to do it from a position of strength. However, we all know the reality: we each have our own special set of weaknesses. That we have these weaknesses is no big secret; however, exactly what weaknesses we have is a big secret - at least from the other side of the table. Knowing what you don't do well could help them to get a better deal. This means that you need to know how to manage your weaknesses.