negotiation tactics magic tricks

Humans have been fascinated with magic for a long time, and the psychology of it is pretty interesting. On one hand, we love magic tricks because they’re a drastic departure from what we thought was going to happen, but on the other hand, we don’t like being fooled. Or better yet, we don’t want to…

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framing a negotiation

“Art consists of limitation. The most beautiful part of every picture is the frame.” – G. K. Chesterton   “If a problem can’t be solved within the frame it was conceived, the solution lies in reframing the problem.” – Brian McGreevy   A skilled negotiator is a visual artist, much like a painter or photographer.…

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Demand statements are powerful strings of dialogue that can either cut like a well-maintained samurai sword or a dull razor depending on your execution. In order to take your negotiations to the next level, you’ll need to find out how to personally keep your demand statements sharp and effective, rather than brute and sloppy. The…

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needs vs wants

We’ve chatted a fair bit about the ins and outs of negotiation skills on the RED BEAR blog, but let’s quickly take a lesson from a different industry. There’s a common understanding in the world of User Experience (UX) that people can’t be trusted to tell you what they want. For instance, if you ask…

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negotiation tension

You’ve likely heard that pressure makes diamonds, and in much the same way, tension makes creative solutions.  The best negotiators are able to masterfully utilize various skills in their toolbox to lead negotiations and get more of what they want. RED BEAR’s 3-D Negotiation Model postulates that there are three different negotiation dimensions that lead…

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sources of power in a negotiation

Power can mean very different things to different people. To a dictator, for instance, it means having absolute control over the lives of their people; to a musician, it’s commanding the emotions of their audience. One thing that all types of power have in common, however, is influence. That’s why every negotiation is, at its…

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position your case advantageously in negotiations

When you enter into any kind of negotiation – be it a sales negotiation, a salary discussion, or even asking someone out on a date – how easy it is to get what you want depends on what the other party thinks of your offer. If they don’t think it’s worth much, you’ll have very…

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Effective sales negotiation is a lot like a Rubik's cube.

“If you are curious, you’ll find puzzles all around you. If you are determined, you will solve them.” — Erno Rubik   Effective sales negotiation is a lot like a Rubik’s cube. This is because when people think of a Rubik’s cube, they tend to fall into one of two camps. Either the puzzle represents…

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businessman managing information for negotiation

Do you often feel that even after you’ve said everything there is to say in a negotiation, the other party still doesn’t truly see the value in your proposal? You may be saying too much and doing a poor job at Managing Information. Expert negotiators know that in a conversation, very few things should be…

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