Do Your Feelings of Accountability Impact Your Negotiation Performance?
A negotiator should have a disciplined target setting and clear accountability to help achieve good results.
View ArticleWhat if Your Negotiation Team is Fighting Among Themselves?
An effective team leader demands a show on unity at the table but encourages disagreement in the privacy of the planning and caucus room.
View ArticleHandling People Who Say No
Those of us who are inclined to be negative can learn to be less so if we recognize this tendency in ourselves.
View ArticleJob Titles Create Stereotypes
People at work and elsewhere have prejudices that serve to impede the flow of information between them.
View ArticleSupplier Customer Partnerships
Supplier-consumer partnerships continue to grow worldwide for good reason.
View ArticleThe Fourth Sales Defense-The Total Cost Approach. Part Two
The total cost approach is a powerful tool for any seller under price pressure.
View ArticleOrganizational and Personal Limits of Authority
Limited authority is a source of strength. The ability to say, “I can’t agree to your offer because the manager won’t let me or because company policy does not permit it” is a face-saving way to say...
View ArticleIntimidation By Experts
A negotiation is not a jury trial. The outcome will not be determined by whether a jury believes the expert. There is no jury. The result will be determined by the balance of power, the skill of the...
View ArticleIntimidation by Financial Hostages and Other Hostage Types
The hostage in business is rarely a person but something else of value. It may be money, goods, property, secrets or a company’s reputation. In effect, the hostage holder says, “If you don’t give me...
View ArticleIcebreakers: The “Bookkeeping” Technique
The benefit of the bookkeeping technique is that is forces the parties to communicate. It becomes easier to see what concessions each party has made. Positives are accentuated, negatives defused, and...
View ArticleTry an Off-the-Record Closure
Some things are not settled in the light of publicity or under the scrutiny of others at the table. Much of what is said at the table is said not to reach agreement, but to prove to others in the...
View ArticleDon’t Be in a Hurry to Make the First Concession
Relationship-based concession techniques work well in workplace negotiations because they minimize the conflict inherent in competitive, self-centered negotiating, and serve to maintain relationships...
View ArticleCaution-Your Concessions Will Get Larger Than Necessary As Deadline Nears
A curious thing happens again and again in practice negotiations we conduct at seminars. Attendees are able to control their concession behavior through most of the bargaining. They make relatively...
View ArticleMoving Together to a More Creative Higher Value Agreement
We know from experience that compromise is usually the most direct route to settlement when differences or disagreements occur. But we also know that compromise is often not enough to bring us...
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