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...
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,...
Give and Take in Negotiation: Strategy, Meaning, and Methods Dr. Chester L. Karrass provides a comprehensive guide to all aspects of negotiation in his book Give and Take: The Complete Guide to Negotiating Strategies and Tactics. Even the title alone offers a profound insight: negotiation, at its core, is...
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...
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...
Leadership and negotiation are inseparable. A leader who cannot negotiate effectively struggles to build relationships, resolve conflicts, and guide teams toward success. Negotiation in leadership is not just about striking deals; it’s about creating alignment, securing resources, and ensuring that everyone moves in the same direction toward a...
During times of economic turbulence, most negotiations get tougher. Don't reduce your bargaining power by making mistakes. Now is not the time! Here are eight common negotiating missteps people make. Despite their good intentions "not to do that again," mistakes like these happen over and over. Don't fall...
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