There is a tactic of negotiating that buyers use to soften a saleperson’s resolve to hold their asking price. With the Karrass negotiation training classes, we call that tactic, “throwing garbage on their lawn...Read more »
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...
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...Read more »
One of the best negotiators I’ve ever encountered used an interesting technique I call the “considered response. ” It worked this way...Read more »
Many times during a business negotiation we are tempted to say to the other party “take it or leave it. ” Generally, this happens when we are frustrated or have been going around the same issue for a long time...Read more »
Not every negotiator is ethical and upfront. At times, some businesses (and governments or organizations) try to influence the outcome of a negotiation by issuing erroneous information or rumors...Read more »
Using an expert can impart credibility and influence the outcome of an argument. We see this all the time on TV courtroom dramas where the lawyers for either side parade different experts to testify about different points of a case (ballistics, cause of death, etc...Read more »
As this is being written, the United States debt ceiling negotiations are still at an impasse. However, there are many ways to break an impasse...Read more »