Negotiation Tactics
Gaining Leverage in Negotiations

Another way to gain leverage is to find policies and procedures that add credibility and legitimacy to your position. The British Prime Minister Gladstone said, “Good laws make it easier to do right...

Read more »
Negotiation Tactics
Don't Be Rushed By Deadlines

A curious thing happens again and again in the practice negotiations we conduct at our seminars. Attendees are able to control their concession behaviors through most of the bargaining...

Negotiation Tactics
Negotiation Skill Training: The Considered Response

One of the best negotiators I’ve ever encountered used an interesting technique I call the “considered response. ” It worked this way...

Read more »
Negotiating in Life , Business Negotiation , Negotiation Tactics
How to Break an Impasse in Negotiations

If you are looking to take your negotiation skills to the next level from the comfort of your own home, check out our virtual negotiation programs. As this is being written, the United States debt ceiling negotiations are still at an impasse...

Read more »
Business Negotiation , Negotiation Tactics
Playing the good cop-bad cop negotiating tactic

If you ever watch crime shows on television (think Law and Order, for example), you have seen the good cop-bad cop tactic. One cop is always the more understanding one and the other is rude, mean, even physically threatening...

Read more »
Negotiating Tips , Business Negotiation , Negotiation Tactics
Negotiation tactic: understanding authority

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...

Read more »
Negotiating in Life , Negotiation Tactics
Outside moves, inside pressure

Many business negotiations are straightforward affairs, where both parties are trying their best to reach an agreement that is mutually beneficial, a both-win negotiation. Disagreements are discussed and resolved, making everything go fairly smoothly...

Read more »
Negotiating in Life , Negotiating Tips , Negotiation Tactics
How to close the deal

The intention of most negotiations is to close the deal. Whether you are looking to purchase something or get a pay raise, you want the deal signed and formalized...

Read more »