Mastering the Considered Response in Negotiation Negotiation is not a battle but a process—one that rewards preparation, patience, and discipline. Among the most valuable yet underutilized tools a negotiator can wield is the considered response. Instead of reacting with a hasty 'yes' or 'no', the best negotiators pause, think...
The Iceberg Theory in Negotiation: Understanding Hidden Motivators Negotiation motivators is a term to describe what makes people want to negotiate. One way to apply this is through a theory of negotiation called the "Iceberg Theory." It is obvious that people want money, goods, and services, but this theory...
The Fait Accompli Negotiation Strategy: Meaning, Examples & More What Is a Fait Accompli? A fait accompli—translated from French as “accomplished fact”—is a strategic move in negotiation where one party takes an action without consent or prior discussion, then presents it as irreversible. This tactic forces the other party to...
Understanding the Authority to Negotiate & the Limited Authority Negotiation Tactic Authority is important in business negotiations. After all, when you are negotiating a deal, you want to be dealing with someone who is able to see the deal through. If not, the agreement may not be enforced or...
Everything You Need to Know About Concessions in Negotiation In most negotiations, both sides move from their original positions. It is wise to leave yourself "negotiating space" when you make your initial offer. Each side to a negotiation usually compromises by making some concessions to reach agreement. Careful concessions help...
Overcoming the Most Common Challenges of Negotiation Negotiation is one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. The process of negotiating demands good business judgment and a keen understanding of human nature. There is no other area in...
What Is Bargaining Power? Bargaining power in negotiations refers to the ability of one party to influence or control the terms and outcomes of a negotiation. It stems from having resources, information, or alternatives that the other party values. In business, as in life, power is not fixed—it’s fluid....
Never Splitting the Difference: What it Means in the Context of Negotiating Splitting the difference is a phrase we hear often, not just in business, but in everyday life. It sounds practical and fair—why not just meet in the middle and move on? But in negotiation, the decision to...
How to Break an Impasse in Negotiations As this is being written, the United States debt ceiling negotiations are still at an impasse. Impasses like these are common in complex negotiations—and they’re not necessarily the end of the road. In fact, many successful deals happen after both parties have...
Telephone Negotiations: Skills, Strategies, and Pitfalls Not every negotiation happens face to face. In today’s fast-paced, remote-friendly world, more and more deals are being struck from a distance—over email, video call, and especially by phone. While it may seem simple, telephone negotiation is a unique skill that requires preparation,...
The Concept of Negotiating Space: Why Room to Negotiate Drives Better Results In business, leadership, and life, we often focus on the words spoken at the negotiating table. We analyze tactics, evaluate offers, and strategize responses. But there’s another, less visible factor that plays an equally powerful role in...
How to Know When You Are Dealing with a Bad Negotiator In every negotiation—whether it’s about budgets, business deals, project timelines, or compensation—one truth remains: you don’t get what you deserve, you get what you negotiate. But what happens when the person sitting across the table lacks the skills,...
In business as in life, you don’t get what you deserve—you get what you negotiate. But negotiation is more than just persuasion; it’s a process that requires strategy, preparation, and power dynamics that persuasion alone cannot replace. While persuasion is about influencing others to adopt your perspective, negotiation...
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