Selena Rezvani, who is the author of The Next Generation of Women Leaders: What You Need to Lead But Won’t Learn in Business School, was leading a workshop for women about negotiation skills. She took an informal survey of the room and asked how many women had negotiated/countered their last salary offer...
Read more »The purpose of engaging in negotiations is to achieve business objectives, whether they are about pricing, terms or whatever other issue you are aiming to resolve. What is the best way to get to your objectives? According to Dr...
In the book Give and Take by Chester L. Karrass, there is a 61-question quiz for you to rate yourself as a negotiator...
Read more »Each negotiator’s personality, skills, beliefs and role combine to form a negotiating style. There are various negotiating styles but there are three main types: • Collaborative: Negotiating to achieve a win-win solution • Competitive: Negotiating to achieve a win-lose solution • Balanced: Negotiating somewhere in between collaborative and competitive The type of negotiations a negotiator engages in also determines negotiating style...
Read more »Any team needs a leader. Negotiation team leaders are responsible for many items: having and sharing a negotiating strategy; ensuring team preparedness; assigning roles; motivating the team...
Read more »Our parents and teachers drummed it into our heads that if we played by the rules, we’d get ahead. We wouldn’t run afoul of authority or of other players...
Read more »The previous Negotiation Space post was about hardening positions and how that generally makes negotiations more difficult or even impossible. Hardening your position during a negotiation may be considered “old school” while finding room for compromise is the “new school...
Read more »Everyone has expectations about all sorts of things, including business negotiations. We expect things to go our way or we expect that the other party will respond a certain way...
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