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Blog2020-12-18T17:38:36-05:00

Tips and Techniques to Become a Better Negotiator

Being a good negotiator can make a big difference in your life and career, but successfully negotiating to achieve your goals requires learning and practice. Get the latest negotiation tips, techniques, and views from our team of experts and take your negotiation skills to the next level.

BATNA – Best Alternative to Negotiated Agreement

By |February 12, 2021|Negotiating Assistance & Consulting|

If you ever find yourself wishing spring was coming faster I have the solution, commit to writing a blog and before you know it – BAMN – the days turn to weeks and deadlines are upon you. In this blog I’ll focus on BATNA. A ubiquitous term found in virtually all negotiation texts. What is BATNA in the world of negotiation? BATNA is defined as – the best alternative to negotiated agreement. Originally penned by Roger Fisher and William Ury of the Harvard Program on Negotiation (PON) [...]

How to Negotiate a Better Salary or a Job Offer

By |February 1, 2021|Businesses & Individuals|

How to Negotiate a Better Salary or a Job Offer Before the “how”, thoughts on the “if”. A lot of people are afraid to negotiate, or at least they don’t like it. Of those, many will begrudgingly negotiate for something / someone else, but are petrified when it comes to negotiating for themselves. Research from leading institutions, including Harvard, says the psychology has to do with them not wanting to appear to be greedy and/or unlikeable with someone they will be working with/for. I’m not a [...]

Why Take-It-Or-Leave-It Is Not a Good Negotiation Strategy

By |January 28, 2021|Businesses & Individuals|

There exists and old saying, something of something is better than 100% of nothing.  This saying is a perfect bridge to a conversation on the “take-it-or-leave-it” tactic in negotiations. I’ll address three questions here Is “take-it-or-leave-it” a good tactic to use?  Should it be used? Unfortunately, the answer, like so many things in the world we live in, is, it depends. What is a better choice?  Good defense? Get more creative for gosh sakes! When should it be used? Occasionally, but not as often as many people [...]

3 Ways to Build Trust in a Negotiation

By |January 18, 2021|Businesses & Individuals|

Negotiators have a well-earned reputation for being less than transparent with each other – and some outright lie… Here are 3 ways a negotiator can build trust without losing leverage. Establish ground rules (that you’re willing to live by… trust is a 2-way street, no one wants to be known as a hypocrite): We teach that until everything is agreed to, nothing is agreed to. There’s no reason you shouldn’t be direct (politely) and make that clear up front. Who will be the lead negotiators for each [...]

Negotiation Tips and Techniques

By |November 20, 2020|Businesses & Individuals|

Create a Deadline Get Them to Negotiate Understand the Market Determine the Budget Create a Deadline All negotiators know that each party will tend to make concessions at the deadline. Furthermore, most negotiators realize that both sides have deadlines (although many sellers erroneously don’t truly believe this….convinced buyers can wait forever). So therein lies the question, “How do I create a deadline?” Simple, make it conditional, providing a simple and effective way to always ‘change your mind’. For example, you can tell the customer, “Based upon [...]

Namdaemun Market (South Korea) – NO DEAL!

By |June 27, 2018|Businesses & Individuals|

On a recent trip to South Korea’s Namdaemun market I was reminded of how small and yet diverse the world is. Keep in mind, Koreans in general are known to be shrewd negotiators, and street vendors regardless of culture tend to be among the toughest (a supporting example will be published soon). On the other hand, many seller’s around the world mistakenly think that discounts are a buyer’s primary reason for making the purchase. Case in point. I was looking for a purse for my daughter and [...]

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