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June 04, 2020

Understanding Types of Negotiations for Effective Negotiating

Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...

Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value. This article will help you understand how to think about both value and how we distribute it in new ways.


Your goal as a negotiator is to start by asking the right questions in order to understand what each side values most and to identify which resources are on the table (including some that are not obvious) that could be distributed in ways that lead to a successful deal.

Karrass provides well-researched and innovative strategies for taking apart the negotiating process to understand not only the standard realities of negotiation but also the generally ignored elements that we tend to forget about. When we talk about distributive vs. integrative negotiation, for example, we can easily forget that only very few negotiations are truly limited to the options that seem available to us. Great negotiators bring to bear creative strategies to identify and introduce new kinds of value that lead to better Both-Win® successes.

Research shows that these techniques, paired with a nuanced understanding of how to select and deploy strong teams are what makes the difference between and adequate outcome and an unqualified success.


Below are some key questions to help you understand how both value and resources figure into your negotiation.


How Many Resources Are At Hand? Distributive vs. Integrative Negotiation


While many negotiation resources will offer tools for distributive negotiation, only Karrass provides the crucial tools for identifying how and how often negotiators can bring new kinds of value to the table, thereby moving from a distributive to an integrative mode. By understanding how to add elements of value to the range of resources for distribution, a negotiator gains a better foothold in the negotiation process and is able to clear a path toward a more successful outcome in which both sides are happy.

Start by asking yourself: are we dealing with a fixed set of options or are there other add-ons that could be brought to the table, from either side? Very often, we make the mistake of assuming we are in a fixed-resources situation. While that is sometimes the case, in many cases there are other variables that can be brought to bear. Identifying whether this is a possibility and understanding how to bring these to the table not only opens up the negotiation to new Both-Win® possibilities, it also provides leverage to better set the terms for negotiation.

Success in either scenario requires a specific set of techniques. Failing to understand which kind of negotiation you are engaged in will mean losing ground and leaving money on the table.


Distributive Negotiation

If the options are limited -- if there is a fixed pie, so to speak, then there are only a limited number of resources -- or pieces of pie -- to go around. This is called distributive negotiation. Distributive negotiation is most common in a one-time, limited context, and may be the case when you are negotiating the price of a single piece of unique equipment, for example, in a marketplace with little to no competition. 


Before accepting that this is the case, however, spend a little time researching whether there really aren’t any other elements of value that could be brought to the table to provide some room for adjustment. For example, even if the material resources are limited, other elements like timelines, transportation, extraneous costs, and sourcing might all offer some possible places to provide or demand incentives.


When the pie really is limited, strategic positioning of value becomes more important than ever. Challenging prices can mean finding creative solutions with the limited resources at hand.


For example, distributive negotiation sometimes means we need to go back to talk with our own organization to try to identify whether every demand made by engineers or managers is really of top-notch value. This is the time to reconsider whether X widget or Y incentive is really necessary, because such fixed expectations from within one’s own organization limit the options on the table.


Integrative Negotiation


When there are ways to bring in other possible resources like adjustments to delivery timelines or add-on benefits to sweeten the deal, this is called integrative negotiation. Most negotiations include some integrative elements. Identifying these elements is key to strengthening your position while also moving from a win-lose mentality to a Both-Win® situation in which both sides stand to gain and the terms of negotiation open up in your favor if you can effectively identify and strategically deploy these elements.


In other words, the pie is almost never truly fixed. Even if you are negotiating in a very limited marketplace, consider whether a lower price might be attainable if you are able to efficiently lower the cost for the other side by utilizing some of your own resources to house or transport the equipment under negotiation.]


In classical integrative negotiation, in which many options are at hand for negotiation, success comes down to having the best grasp of all the strategies available and of how best to deploy them to create value.


By the same token, it can be very effective to force the other side to create value. It may be useful to create a bogey by setting absolute limits on prices or other potential concessions. Defending a price or imposing a time pressure can force the other side to become creative in identifying potential new opportunities.


For the greatest success, an organization must consider how best to play to its strengths by identifying who to put at the table.


Who is at the Table?


We risk losing value every time we fail to understand that there are more people at the table than simply those in front of us. Typically, negotiation training teaches us to address the people at the table in front of us. This is a very formulaic and limited approach that tends to reinforce our blind spots. While there may only be one person in front of us, in truth there are always others lingering behind the scenes. Understanding who is behind the scenes and how they factor in provides new ways of identifying and distributing value on both sides.


Effective Negotiating: One-on-One Negotiation

On the occasions when we find ourselves involved in a one-on-one negotiation, we may tend to default to a more limited view of both the value and the distributive possibilities available to us. One-on-one negotiations tend to end more quickly, as research by Chester Karrass has shown. We may see a shop owner or a lone engineer across from us and either lower our expectations or assume that there is little to no value to create here. More often than not, this leads to less favorable outcomes.

However, it bears remembering that even the small shop owner is working with distributors of some sort, so it’s worth exploring whether the rug or small appliance you’re haggling over might not be available in a different form from a distributor and whether there may be a way to give the shop owner a slice of the profits while procuring what you really want with efficient cost savings.

This is even more effective in negotiating large-scale purchases or sales. Sometimes we might find ourselves working out a deal with an engineer or manager in a small single-product organization. Here, a creative approach to identifying value can be especially effective. A buyer or seller should understand the structure -- whether small- or large-scale -- of the entity they’re negotiating with because even as those at the table representing the buyer are tasked with coming to a deal, these negotiators are also subject to their own motivations within their organization.


Effective Negotiating: Team Negotiation


The same research from Chester Karrass that found that one-on-one negotiation is detrimental also provided insights into why and how teams offer specific advantages in negotiation.

Well-organized teams can cut down on the tendency for personal feelings to interfere with success and they can be deployed strategically. Perhaps most crucially, research shows that they tend to set higher goals and are also more likely to achieve them.

In team organization, a clear understanding of roles is crucial: Who will take the lead at the beginning? Who will ensure that communication within the team’s organization keeps things running smoothly? Who could play the role of the hold-out? Clear roles not only avoid chaos or mixed messages, they also magnify the strengths of each team member and make an organization more nimble in reacting to the demands or strategies they face in a negotiation.

Teams that bring together experts from different areas from within an organization can facilitate better knowledge-gathering and also smooth the transition to implementation. Expertise also often opens up new possibilities for identifying under-recognized value. Such a team is also particularly agile when it becomes necessary to break a deadlock, as long as the team is functioning well.

Making good sense of the other side in a team negotiation is just as key as organizing a strong team. In a large-scale negotiation with a buyer, a seller should understand the corporate structure of the entity they’re negotiating with because even as those at the table representing the buyer are tasked with coming to a deal, these negotiators are also subject to their own motivations within their organization.

Even more than in one-on-one negotiating, in team negotiations with larger organizations, harnessing an understanding of how negotiators are positioned in relation to their organization could lead to some unanticipated possibilities like offering a concession that costs little but raises the profile for the team across the table within their own organization.

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Negotiating -- Counter the Counter Offer
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Negotiation: Is it a fait accompli? (translation: Is it a done deal?)
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Negotiating Power
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Do you have to negotiate a grievance?
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Where do you negotiate?
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Negotiation: Is the other party too aggressive?
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How to reach your negotiation objectives.
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Negotiation: Reaching agreement on price.
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How personality can affect negotiation persuasiveness
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What's your story?
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Make your messages count
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Associates and Partners
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No-deal-wanted negotiations
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How well do you understand the other party?
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Is that a firm price?
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How to zero in on the bottom line
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Are you threatening me?
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What if you can't agree on everything?
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When negotiating--keep the momentum going.
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Negotiating - the power of simplicity.
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Negotiation: How to probe effectively.
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What we can learn about negotiation from Nelson Mandela
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Planning your negotiation strategy.
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Negotiation: Finding common ground.
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Do women have trouble with negotiation?
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Negotiating: Building personal power and bargaining power
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Negotiations: Are you a perfectionist?
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Are you playing fair? Cablevision Negotiating With Fox
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Effective communication for effective negotiation
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Negotiating: Be a better leader.
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Negotiation: Tactical Flexibility
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Room To Negotiate
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Negotiations: Sunk Costs
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In a business negotiation, do you want full or limited authority?
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Status and Negotiating
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Traveling? Use your negotiation skills!
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Negotiation: Some thoughts on concessions.
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Negotiating: Are you connecting?
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Negotiating: Why and how to caucus.
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Are there specific negotiation skills for selling?
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Negotiating Thanksgiving
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8 top rules of negotiation
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Should you "play stupid" when negotiating?
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Negotiation Nuggets from Around the Web
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Do you have what it takes to be a great negotiator?
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Negotiating: What to do when the market is against you.
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Negotiating: What is the motivation?
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Leaders must be able to negotiate
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Negotiation Shills
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Negotiations: Before you make a sale
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Gifts for Negotiators
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How to increase your negotiating power
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Top Six Negotiation New Year’s Resolutions
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Negotiator’s Guide to Price Breakdowns
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Negotiation: Getting Buyers to Buy and Sellers to Sell
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What skills do you bring from the negotiating table to the dinner table?
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When negotiations are a marathon
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Civil Discourse in Business Negotiations
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Thoughts on Negotiation from President John F. Kennedy
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Negotiations in the Spotlight: China and the U.S.
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Negotiating: Thoughts regarding time.
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Negotiations: How to Handle Objections
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Negotiations: What not to say
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Negotiations: Tools and Tips to Improve Your Presentation
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5 biggest myths about negotiation
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A roadmap to a win-win agreement
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7 Essential Questions Prior to Negotiating with a Buyer
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Are you arguing or negotiating?
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Filing a Missing Person Report
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Negotiation Bypass
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Presidential Thoughts on Negotiation
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5 Effective Countermeasures to Escalation
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8 reasons the other party is stalling
General Negotiation
5 Top Negotiation Strategies for Buyers and Sellers
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All about amount maneuvers
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Annual reports: sources for company research
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Negotiations in the Spotlight: NFL Labor Talks
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3 Insightful Articles about Business Negotiation
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How to know when you are dealing with a bad negotiator
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Who is on your negotiating team?
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After the deal is done
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The importance of negotiating face to face
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There's an app for that (negotiation)!
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What not to say during a negotiation
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How to close the deal
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Stereotypes and business negotiations
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Dressed for (negotiation) success?
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Outside moves, inside pressure
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6 Common Negotiation Mistakes
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Do negotiations change with industry type?
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Improve your negotiations: avoid blind spots and meet in person
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Is there such a thing as average?
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Home field advantage in negotiations
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Reciprocity and Business Negotiations
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Using email in business negotiations
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Too many choices?
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Business negotiations skills: Listening effectively
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Mind your manners and improve your business negotiations
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Walk a mile in someone else's shoes
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Negotiation tactic: understanding authority
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Are you Mobile?
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Female Negotiators: Are You Giving up Power?
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Leadership Traits And Negotiation
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Choosing the Best Deal
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What is your "power style?"
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How to Research for a Negotiation
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5 tips to make your message more powerful
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4 questions to Help Achieve your Negotiation Goals
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Negotiation tactics: How to deal with an impasse
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Negotiation rules and ABC’s
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Negotiation strategies: ensuring satisfaction with the deal
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Memorial Day Weekend and Negotiation
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Specialized negotiations: lease negotiations
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Are you enchanting enough to negotiate?
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Negotiation tactics: surprises and super-smokescreens
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Negotiation tips on translation and teamwork
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Negotiating (time) tactics: The 90-10 rule and acceptance time
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Does your negotiation performance affect your team’s collaboration?
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How to take the higher ground
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The best time for negotiation
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Top 7 tips to build bargaining power
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Are you being intimidated?
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Top 15 Ways to Be More Persuasive
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Find out your “timidity quotient”
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3 top tips to reach better targets
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7 Tips to Improve Your Concession-Making
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How to challenge a firm offer
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Playing the good cop-bad cop negotiating tactic
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2 Keys to Making a Better Deal
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Want to learn even more about negotiation?
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5 Bargaining Processes
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Why communication is crucial to negotiation
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Pushing negotiations to the brink
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5 Proven Ways to Break an Impasse
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Dr. Chester Karrass’ top prescriptions for negotiation success
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An explosion of interest in negotiations
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How to plan better: get good information
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Creativity is an important negotiation skill
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Negotiating with difficult or irrational people
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Improve your negotiations today
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Silence is Golden
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Around the Web
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Avoid failed negotiations
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Do experts rule a business negotiation?
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Negotiators don’t need to be liked
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Dealing with Trial Balloons and Information Leaks
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What you can learn from negotiating a property deal
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Take it or leave it?
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Social media and business negotiations
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Giving a good answer
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Something for nothing
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Business negotiation tips for technology buyers
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Lying during a business negotiation?
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Synergy and business negotiations
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Negotiating under pressure
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Negotiating your salary
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Navigating differences in business negotiations
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Applying effective negotiation tactics to political negotiations
Negotiation Case Studies
Fait Accompli – “The Deed is Done”
General Negotiation
Technorati claim code
Business Negotiation
The Art of Negotiation Can Be Learned
Negotiation Strategies
Cross Cultural Negotiation Strategies
Negotiation Tactics
Negotiation Skill Training: The Considered Response
General Negotiation
Negotiating with the Chinese: The Quanxi Approach
Negotiation Strategies
Cross Cultural Negotiation with the Japanese: Seeking Heavenly Approval
General Negotiation
What Does it Mean to Be a Winner in Negotiation?
Planning for Negotiations
Negotiation Motivators: The Iceberg Theory
Negotiation Strategies
Contract Negotiation Strategies
General Negotiation
Negotiating with Middle Easterners
Planning for Negotiations
Why Negotiate if the Price is Right?
Negotiation Strategies
Pick the Best Place and Time to Negotiate
Negotiation Strategies
What if Negotiation Talks Break Down?
Negotiating Tips
Leave Room to Negotiate
Negotiation Tactics
Don't Be Rushed By Deadlines
General Negotiation
Don't Talk So Much!
Planning for Negotiations
Be Skeptical
Negotiation Strategies
Stop Hoping for the Best: How Winners Become Losers
Negotiating Tips
Don't Negotiate in Funny Money
Negotiation Strategies
3 Strategies for Negotiating a Compromise or Concession
Negotiating Tips
Both Win - A Better Deal for Both Parties
Negotiating Tips
Are You Looking at Negotiation The Right Way?
Negotiation Strategies
Bargaining Power: Making the Most of the Power You Have
Negotiating Tips
Time is Crucial for Bargaining Power
Negotiating Tips
Make Your First Concession on a Minor Issue
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Negotiate On the Subject of Taxes
Negotiating Tips
Negotiate on the Subject of Payment Terms
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Specify What Is Included
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Negotiate for Transportation Costs
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Negotiate for Delivery
IntraOrganization Negotiation
Negotiation Happens in Your Organization, Too!
General Negotiation
Workplace Negotiations Are More Difficult Than External Negotiations
IntraOrganization Negotiation
A Happy Workplace Runs Like a Happy Family
IntraOrganization Negotiation
Negotiating within a New Organization Structure
IntraOrganization Negotiation
Flatter Organizations- Fewer Middle Managers
Negotiation Strategies
Separate the Other Person From The Opposing Position They Express
Career Negotiation
A Salary Negotiation Case Study
Negotiation Strategies
The Essence of Win-Win Negotiation
Planning for Negotiations
Bargaining Power in Negotiation
Negotiation Strategies
Negotiation Skills: The Power of Time
Negotiation Strategies
Negotiation Skills: Three More Ways to Use Time
Negotiation Strategies
Negotiation Skills: Three Power Questions Related to Time
Negotiation Strategies
How Least Effort Increases Your Bargaining Power
Planning for Negotiations
Two More Work Principles to Increase Bargaining Power
Negotiation Strategies
The Power of Persistence in Building Bargaining Power
Business Negotiation
Knowledge and Information as Bargaining Power
General Negotiation
Negotiation: The Power of Risk Taking
General Negotiation
The Risk of Losing an Opportunity in Negotiation
General Negotiation
Two More Negotiation Risks to Consider
General Negotiation
The Power of Precedence, Legitimacy and Habit
Business Negotiation
Don't Panic At Deadlines
Negotiation Tactics
Gaining Leverage in Negotiations
Negotiation Strategies
Intersecting Interests and Interdependence
Negotiation Strategies
Sellers: You Have More Power Than You Think
Business Negotiation
Buyers: You Have More Power Than You Think
Negotiation Strategies
5 Ways Build Bargaining Power in Any Negotiation
IntraOrganization Negotiation
Separating the Person from Their Negotiating Position
Negotiation Strategies
Factors Influencing Perspective in Negotiation
IntraOrganization Negotiation
Workplace Negotiations Must Be Relationship Based
Negotiating in Life
Focus on Their Needs and Problems, Not Just Your Own
Negotiation Tactics
Throwing Garbage on Their Lawn
General Negotiation
Separate the Message from the Messenger
General Negotiation
Building Connections That Work
IntraOrganization Negotiation
Relational Skills Ought to Be a Key Performance Indicator
Negotiating in Life
Good Relationships Are Negotiated
Negotiating in Life
Respect is Negotiated
General Negotiation
Negotiating an Open Mind
Negotiating in Life
Give Something Personal of Yourself
IntraOrganization Negotiation
Collaboration and The Other Cs To Avoid Negotiation Breakdowns
Negotiating in Life
Give Others the Benefit of the Doubt
Negotiation Strategies
Provide Reasonable Access to Your Time & Attention
IntraOrganization Negotiation
Trust and Acceptance Builds Negotiation Power
IntraOrganization Negotiation
Reliability and Credibility Builds Relationships
General Negotiation
The FlyWheel Effect
General Negotiation
Failure and the FlyWheel
Business Negotiation
The FlyWheel Applies to Life, Too
IntraOrganization Negotiation
Unresolved Issues Erupt Later
IntraOrganization Negotiation
Navigating Difficult Situations
Career Negotiation
Working Together is Not Black and White
General Negotiation
Being Heard and Listened To
Business Negotiation
Your Being Heard Power
Business Negotiation
Gain Being Heard Power Through Global Economy and New Technology
IntraOrganization Negotiation
Embrace the Internet’s Potential for Competitive Advantage
Business Negotiation
3 Tips for Being Listened To
Negotiating Tips
Skepticism Pays
General Negotiation
Negotiating with Integrity
General Negotiation
Calling a Time-Out
General Negotiation
Simple Interactions are Negotiations
General Negotiation
How Much Do You Negotiate?
General Negotiation
3 Team Negotiating Secrets
General Negotiation
4 More Team Negotiation Secrets
You Need Time To Think
Negotiating Tips
Leaving Room To Negotiate
General Negotiation
The Present Value of Satisfaction
Business Negotiation
Agreements-Understandings-Procedures
Negotiation Strategies
Splitting the Difference
IntraOrganization Negotiation
Shape the Message You Want to Send
Negotiating Tips
The Power of Simplicity
Negotiation Strategies
Never Fear to Negotiate
Business Negotiation
Resist Like Water
Business Negotiation
Face Saving Negotiation Strategies
Negotiation Strategies
Negotiating Pressure
Business Negotiation
Assumptions Are Not To Be Trusted
Negotiation Strategies
Quick Negotiations
Negotiating Tips
The Size of Team Impacts Negotiation
Business Negotiation
How Do the Opening Remarks Made in a Negotiation Affect Results?
General Negotiation
Do Your Feelings of Accountability Impact Your Negotiation Performance?
Business Negotiation
What Happens if You Are Outnumbered in Negotiation?
General Negotiation
What if Your Negotiation Team is Fighting Among Themselves?
Negotiation Strategies
How An Audience Impacts Your Negotiation Outcomes
IntraOrganization Negotiation
Hearing Both Sides in a Negotiation
IntraOrganization Negotiation
We Should Be Open To Everyone's Perspective
General Negotiation
Handling People Who Say No
General Negotiation
Job Titles Create Stereotypes
IntraOrganization Negotiation
How Stereotypes Create Work Barriers
Business Negotiation
9 Insights on What Makes a Good Negotiator
Business Negotiation
9 More Insights on What Makes a Good Negotiator
Business Negotiation
Common Sense is a Key Asset in Negotiation
Negotiation Quotes
New Insights On What Makes a Good Negotiator
Business Negotiation
Eight Practical Tips for Better Team Negotiation Results
Business Negotiation
Eight More Practical Tips for Better Team Negotiation Results
Business Negotiation
Putting Together A Successful Team: What To Look For
Negotiating Tips
Checklist for Putting Together a Winning Negotiation Team
Negotiating in Life
Maximizing Win-Win Satisfaction for Both Parties
Negotiating in Life
How Sellers Benefit from a Long Term Relationship Part One
Negotiating in Life
How Sellers Benefit from Long Term Relationships Part Two
Career Negotiation
The Customer Supplier Partnership
Business Negotiation
Open Information Between Buyers and Sellers in the Age of Partnership
General Negotiation
Supplier Customer Partnerships
Business Negotiation
Partnership Will Change How Sellers Sell Part One
Business Negotiation
Partnerships Will Change Selling Part Two
Business Negotiation
Setting Reachable Targets: Ready, Fire, Aim!
Business Negotiation
Will The Real Target Please Stand Up? Part One
Business Negotiation
Will the Real Target Please Stand Up? Part Two
Business Negotiation
How the Price Goes Up and Down in the Other Person's Head
Negotiation Strategies
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part One
Negotiating Tips
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Two
Negotiation Strategies
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Three
Negotiating Tips
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Four
Business Negotiation
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Five
Business Negotiation
The Strategy of Defending Your Selling Price: For Those Who Sell Anything-Business or Personal
Business Negotiation
The Second Sales Defense-Don’t Let Your Job Work Against You
Business Negotiation
The Third Sales Defense—Woo, Woo, Woo, While You Sell Satisfaction
Business Negotiation
The Fourth Sales Defense-The Total Cost Approach. Part One
General Negotiation
The Fourth Sales Defense-The Total Cost Approach. Part Two
Business Negotiation
The Fifth and Sixth Sales Defenses
Business Negotiation
The Seventh Sales Defense-Recognize That Buyers Do Not Expect to Win All They Ask For
Business Negotiation
The Eight Sales Defense-Stop Discounting Your Benefits-Convert Them into Customer Dollar Values
Business Negotiation
The Ninth and Tenth Sales Defenses
Negotiating Tips
The Eleventh Sales Defense-Make Concessions That Give Nothing Away
Business Negotiation
The Twelfth Sales Defense-Be Discreet, but Don’t be Afraid to Throw Some Attention Getting Information Litter on the Buyer’s Lawn
Business Negotiation
The Thirteenth Sales Defense--Use Win-Win Strategy to Maintain Your Price Position
Business Negotiation
The Quick Planning Kit
Business Negotiation
The Power of Negative Planning or How to Stop Hoping for the Best-Part One
Business Negotiation
The Power of Negative Planning or How to Stop Hoping for the Best-Part Two
Business Negotiation
Negotiating-A Five Act Drama.
Business Negotiation
Act One-Before the Negotiation Begins
Business Negotiation
Acts Two and Three of the Five Act Negotiation Drama
Business Negotiation
Acts Four and Five of the Five Act Negotiating Drama
Business Negotiation
The Pyramid of Planning
Business Negotiation
The Pyramid of Planning Strategy Blocks-Part One
Business Negotiation
The Pyramid of Planning Strategy Blocks-Part Two
Business Negotiation
The Pyramid of Planning Strategy Blocks-Part Three
Business Negotiation
The Pyramid of Planning Strategy Blocks-Part Four
Business Negotiation
Give Me Your Best and Final Offer-The Shortcut Approach
Negotiating Tips
Straw Issues-Filling the Pot
Business Negotiation
Always Ask "How Much" or You'll Get Taken
Business Negotiation
"Take It or Leave It" as an Opening Demand
Business Negotiation
From the Italians-Learn to Flinch
Business Negotiation
The Important Difference Between Needs and Wants: A Guide to Action
Business Negotiation
The Salami Slice Approach
Business Negotiation
The Krunch
Business Negotiation
"What if"—A Good Probing and Win-Win Tactic
Business Negotiation
Everybody Loves a Bargain—Making Offers that Raise a Buyer’s Satisfaction
Negotiating in Life
Negotiating with a Friend or Relative—Three Approaches to the Problem
Business Negotiation
Give Yourself Time to Think Under Pressure
Business Negotiation
Choosing the Best Time to Negotiate
Business Negotiation
Marathon Sessions
Business Negotiation
The Power of Patience in Getting the Story and Paving the Way for a Win-Win Deal
Business Negotiation
Buyer and Seller Deadlines That Get Results
Business Negotiation
Acceptance Time-How to Get the Other Side Accustomed to Your Viewpoint
Business Negotiation
How Body Time Can Make a Good Negotiator Into a Poor One
Business Negotiation
The 90-10 Rule-Controlling Time at the Table
Business Negotiation
When is it Wise to Buy Now and Negotiate Later? Is it Better for the Buyer or Seller?
Business Negotiation
Some Time and Work Differences Around the World: How it Affects Negotiations
Business Negotiation
Negotiating with No Authority-Why It is Wise
Business Negotiation
Negotiating with Full Authority-Why and When it’s Not So Wise
General Negotiation
Organizational and Personal Limits of Authority
Business Negotiation
Structural Limits That Give You Leverage
Business Negotiation
Financial Authority Limits That Move Others Toward Agreement
Business Negotiation
Challenging a Regulation: An Unusual Approach
Business Negotiation
Missing Person Authority and What it Can Do to You
Business Negotiation
How to Discover How Much Authority the Other Person Really Has
Business Negotiation
Authority to Negotiate-Some Contrasts Between Cultures
Business Negotiation
Maintaining the Initiative-The Negotiator’s Bill of Rights
Business Negotiation
“The Second Amendment”-You Have a Right to be Wrong
Business Negotiation
The Negotiator’s Bill of Rights-The 4th and 5th Amendments
Business Negotiation
The Negotiator’s Bill of Rights-The 6th and 7th Amendments
Business Negotiation
Maintaining the Initiative-Keep Talking, Keep Talking
Business Negotiation
Maintaining the Initiative-Take the High Ground
Business Negotiation
Guiding History and Logic
Business Negotiation
Guiding Standards, Rules and Regulations
Business Negotiation
Maintaining the Initiative-The Hairy Hand Approach
Business Negotiation
Maintaining the Initiative-The Conference Room and Seating Arrangement
Business Negotiation
How the Devil’s Advocate, Caucus, and Planning Can Move Things Your Way
Business Negotiation
Maintaining the Initiative-Persuasion Ideas that Move Others to Your Viewpoint.
Business Negotiation
General Tips and Techniques to Maintain Control Including Win-Win
Business Negotiation
More General Tips and Techniques to Maintain Control
Business Negotiation
Legal Intimidation and How to Handle It
General Negotiation
Intimidation By Experts
Business Negotiation
Intimidation by Raising the Stakes
Business Negotiation
Threat and Its Intended and Unintended Consequences
Business Negotiation
Status Intimidators
General Negotiation
Intimidation by Financial Hostages and Other Hostage Types
Business Negotiation
Physical and Environmental Intimidators
Business Negotiation
Emotional, Nuisance and Embarrassment Intimidation
Business Negotiation
Escalation-A Cheap Shot That Will Catch You Unawares Sooner or Later
Business Negotiation
The Devil is in the Details
Business Negotiation
Fait Accompli: The Deed is Done
Business Negotiation
The White Hat-Black Hat, Sugar-Vinegar Approach
Business Negotiation
The Phony Acceptance Stall in Real Estate Negotiations
Business Negotiation
The Switch-Where One Word Made a Big Difference
Business Negotiation
Changes are Profits in Escrow-Buyer Beware
Business Negotiation
How the Movie Studio Broke the Actor’s Seven-Year Contract
Business Negotiation
More About Borderline and Dirty Tricks
Business Negotiation
Icebreaker: The Gradual Approach
General Negotiation
Icebreakers: The “Bookkeeping” Technique
Business Negotiation
Move From the Whole to the Part or From the Part to the Whole
Business Negotiation
How Joint Committees Help Break Deadlocks
Business Negotiation
More Ways to Avert or Break a Deadlock
Business Negotiation
Changing the Time Shape
Business Negotiation
Use a Mediator
Business Negotiation
Change the Shape of Satisfaction and Dissatisfaction
Business Negotiation
Change the Negotiator
Business Negotiation
Get Your Message Deeper into the Other Organization
Business Negotiation
Win-Win Ways to Break a Deadlock
Business Negotiation
Closing Strategies and Tactics
Business Negotiation
Last Minute Hitches
Business Negotiation
Get Elvis Presley’s Ashtray
Business Negotiation
How Haste Makes Waste in Closing
Business Negotiation
Physical Actions That Lead to Closure
Business Negotiation
The Sunk Cost Principle
General Negotiation
Try an Off-the-Record Closure
Business Negotiation
Why it is Crucial to Agree on How Performance Will be Measured
Business Negotiation
Psychological Approaches That Lead to Closure
Business Negotiation
Reaching an Agreement with Psychological Approaches
Business Negotiation
The Nibbler—If You Can’t Get a Dinner Get a Sandwich
Business Negotiation
Deal Killers
Business Negotiation
One Big Reason You Don’t Get What You Bargained For
Business Negotiation
Helping to Open a Wider Exchange of Viewpoints: What Team Leaders Can Do
Business Negotiation
Learning from the Chinese—Ways to Say No without Closing the Talks
Business Negotiation
How Best to Promote the Exchange of Ideas-Advice from Ben Franklin
Business Negotiation
Behaviors, Habits and Approaches that Encourage Others to Express Themselves
Business Negotiation
Encourage Others to Express Themselves with These Behaviors, Habits and Approaches
Business Negotiation
The Art of Softening Disagreements Before They Harden
Business Negotiation
The QUANXI Tradition
Business Negotiation
Chinese Attitudes and Approaches Toward the Process of Negotiating Differences
Business Negotiation
The Special Role of Saving Face in Chinese Culture
Business Negotiation
Criticism and its Negative Effects
Business Negotiation
Criticism and the Psychological Flywheel
Business Negotiation
When Constructive Feedback Works Best
Business Negotiation
To Bury or Surface Divisive Matters?
Business Negotiation
The Conventional Competitive Mode
Business Negotiation
The Collaborative Both-Win Mode
Business Negotiation
The Relationship Mode
Business Negotiation
The Organizational Mode
Business Negotiation
The Personal Issue Mode
Business Negotiation
You Have More Power Than You Think-Part One
Business Negotiation
You Have More Power Than You Think-Part Two
Business Negotiation
The Power of Time and Legitimacy
Business Negotiation
The Power of Risk-Taking and Courage
Business Negotiation
The Power of Information and Knowledge
Business Negotiation
The Power of Competition
Business Negotiation
Knowing the Difference Between Needs and Wants
Business Negotiation
Good Notes and Frequent Summaries Build Power and Foster Amity
Business Negotiation
Don’t Hope For the Best
Business Negotiation
Covering-up Differences Won’t Work
Business Negotiation
Your Assumptions are Probably Wrong
Business Negotiation
Important Negotiations Call for a Devil’s Advocate
Business Negotiation
Avoid Threat, Bluff or Bluster
Business Negotiation
The Quick Negotiation Preparation Checklist
Business Negotiation
Getting Off to a Good Start
Business Negotiation
Creating a Negotiating Climate Conducive to Compromise and Collaboration
Business Negotiation
Quick Deals are Dangerous
Business Negotiation
Let Acceptance Time Do Its Work
Business Negotiation
Opening the Talks
Business Negotiation
Moving Toward Settlement From the Start
Business Negotiation
The Positive Role of Negative Planning
Business Negotiation
The Firm “No” Response
Business Negotiation
The Bogey Response
Business Negotiation
The “You’ve Gotta Do Better Than That” Response
Business Negotiation
The Flinch Response
Business Negotiation
The “Garbage on the Lawn” Response
Business Negotiation
Moving to Agreement Through Relationship-Based Compromise and Concession Exchange
Business Negotiation
The Difference Between Relationship-Based Compromise and Self-Centered Competitive Compromise
Business Negotiation
The Concept of Negotiating Space
Business Negotiation
How Expectations Rise and Fall in a Negotiator’s Head
Business Negotiation
The Time-To-Think Action Guide
Business Negotiation
The Reagan Keeping Track and Summarization Approach
Business Negotiation
The Concept of Satisfaction
Business Negotiation
The Considered Response
Business Negotiation
Learn to Say at Least Once More
Business Negotiation
Increasing Positive Impact
General Negotiation
Don’t Be in a Hurry to Make the First Concession
Business Negotiation
Don’t Order the Fish Until You---
Business Negotiation
Leave More Room for Contingencies When Opening Talks
Business Negotiation
Give in Slowly and Grudgingly
Business Negotiation
Concessions That Give Satisfaction But Cost Little
General Negotiation
Caution-Your Concessions Will Get Larger Than Necessary As Deadline Nears
Business Negotiation
Funny Work-Funny Money-Funny Stuff
Business Negotiation
Internal Agreements Are Only Promises Subject to a Discount Rate
General Negotiation
Moving Together to a More Creative Higher Value Agreement
Business Negotiation
Basics of Collaborative Both-Win® Negotiation-Why it Works
Business Negotiation
The Expense Reimbursement Negotiation
Business Negotiation
How to Move a Competitive Negotiation into a Collaborative Mode
Business Negotiation
Avoiding a Deadlock
Business Negotiation
The NFL and NBC Negotiation
Business Negotiation
Collaborative Both-Win® Tradeoff Areas
Business Negotiation
Tradeoff Areas to Help Generate Cost or Work Savings
Business Negotiation
More Collaborative Both-Win Tradeoff Ideas
Business Negotiation
The Past, The Near Future, and The Far Future Partners
Business Negotiation
Approaches to Consider as Closure Draws Near
Business Negotiation
Psychological Approaches That Help Move Talks to Closure
Business Negotiation
A Walk in the Woods
Business Negotiation
Good Nibbles and Bad
Business Negotiation
Creative Way to Split the Difference
Business Negotiation
Last Minute Hitches
Business Negotiation
The E-mail Summary of Agreement
Business Negotiation
Performance Must be Measured
Business Negotiation
Forestalling a Breakdown in Talks
Business Negotiation
The Age of Collaboration and Negotiation
Negotiation Strategies
Build Your Credibility
Career Negotiation , Negotiating in Life , Negotiating Tips
Women Don't Ask!
Negotiating Tips , Negotiation Strategies , Planning for Negotiations , Business Negotiation
Price Negotiations
Business Negotiation
Negotiating Understandings and Agreements
Business Negotiation
What Level of Authority Should You Have?
Business Negotiation
Entrenchment - The Avenue to Face-Loss!
Business Negotiation
The Circle of Discovery
Business Negotiation
Building a Dossier to Negotiate Better Next Time
Business Negotiation
Perceptual Power
Business Negotiation
Negotiating 101: What If? Would You Consider?
Business Negotiation
Take It Or Leave It!
Business Negotiation
Scrambled Eggs and Negotiating
Business Negotiation
What is a Bogey?
Business Negotiation
Negotiating Around An Impasse
Business Negotiation
Negotiating Pressure
Business Negotiation
Negotiating Satisfaction
Business Negotiation
Negotiating Power Is In Your Head
Business Negotiation
Establishing Your Viewpoint
Business Negotiation
Your Negotiation Challenges
Business Negotiation
Are You Looking For Your 2%?
Business Negotiation
Negotiating During Economic Turbulence
Business Negotiation
Make Them an Offer They Must Refuse
Business Negotiation
You Have Negotiating Pressure
Business Negotiation
Re-Negotiate Your Agreements
Business Negotiation
Scrambled Eggs - How To Defend Against Disorder
Business Negotiation
Negotiating Deadlines
Business Negotiation
Time Outs in Negotiations
Business Negotiation
Strategies for Negotiations
Business Negotiation
Acceptance Time in Negotiations
Business Negotiation
Negotiating Your Viewpoint
Business Negotiation
Cultural Bias in Negotiation
Business Negotiation
Fatigue Impacts Negotiation Ability
Business Negotiation
Negotiation = Entrepreneurship?
Business Negotiation
Strategic or Tactical Negotiation?
Business Negotiation
Thoughts and Quotes on Negotiation
Business Negotiation
Telephone Negotiations
Business Negotiation
Emotions in Negotiations
Business Negotiation
Do You Need a Mediation?
Business Negotiation
One Time Negotiation or Long-Term Relationship?
Business Negotiation
Testing Your Assumptions
Business Negotiation
Negotiating Changes
Business Negotiation
Rules for Negotiations
Business Negotiation
Patience in Negotiations
Business Negotiation
Questions
Business Negotiation
Are you a bully?
A Complete Guide to BATNA
The key elements of "Both Win” or “Principled Negotiation”
10 NEGOTIATING EXERCISES TO IMPROVE YOUR SKILLSET
Top 5 Conflict Resolution Strategies in Negotiation
The Keys to Renegotiation
April 08, 2021
Face Negotiation Theory

What is Face Negotiation Theory? Face-Negotiation Theory was conceived by Stella Ting-Toomey in 1985, to understand how people from different cultures manage negotiations. According to Ting-Toomey if someone feels that their image is being attacked, that person will shut down and try to save face, regardless of their cultural background...

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February 10, 2021
The Benefits of Active Listening

How would you like to give the other person a concession without giving away anything of tangible value?  It’s easy.   Just listen to him or her...

Read More Group 7
June 04, 2020
Understanding Types of Negotiations for Effective Negotiating

Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...

Read More Group 7