Let Prospect Theory Unlock Value in Your Negotiation
In this negotiation tip video, I explore five ways to use risk-taking behavior in negotiations.
Prevent Backdoor Selling! Spies are sneaking around your company. They’re leaking information and your suppliers are robbing you blind.
End Backdoor Selling
Unlock the Power of Flexibility in Negotiations: How Being Like a Willow Can Help You Build Trust and Create Enduring Value
Learn how being more like a Willow can help you build value in your next negotiation.
Defending Price in a Difficult Negotiation
Negotiation Skills: What's included in your price is important to answer as what's your price.
The best negotiation Have a co-pilot by their side, Here's why
Negotiation as a team is much like a rally driver and co-pilot working together in a race. The rally driver is responsible for maneuvering the vehicle through the twists and turns of the negotiation process, while the co-pilot gives guidance and points out hazards along the way.
5 Negotiating Styles to Consider when Closing a Deal
So you’re preparing to negotiate. Have you thought about your style? How about the style of your counter party? The hard truth is that style is often left off our preparation list. Many negotiators fall into the trap of unwittingly charging forward with their own natural style and don't consider what impact it plays in the outcome.
5 Top Mistakes New Negotiators Make
Don't focus entirely on what you want, instead focus on what they want or need. This will ensure that you make equitable trades.What are their interests? What do they need? During your preparation you will have uncovered most of the information you need, now put your listening skills to use so you can recognize how they view the importance of their interests. Some of these interests will match your own and some will be in opposition to yours. It's the opposing interests that you negotiate.