Building Trust in Negotiation

In previous blog posts, we’ve explored how effective negotiators balance competition with collaboration to pave the way towards creative, mutually beneficial outcomes. But this knowledge alone is of little use unless you know how to move the negotiation in the right direction to build trust. If things are getting too competitive – say the other…

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Does it ever pay to lie in a negotation?

In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6  Principles of Successful Negotiation.) But, is it ever okay to lie in a negotiation? If you were to ask which competitors your prospect is considering and what they’ve been offered, for instance, you might adjust your…

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Use our Concession Guidelines to negotiate like a tortoise - slow and reluctant

Every negotiation is going to involve one or more concessions. However, there’s more to conceding than simply giving the other party what they want. It’s not just what you concede, it’s also the way in which you concede that can make or break your negotiation. What you need is a set of concession guidelines. In…

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Virtual Live Training setting

In case you are unfamiliar with the term Virtual Instructor-Led Training or are unsure as to what distinguishes VILT within the broad category of online learning, let’s start with a simple definition. According to TrainingIndustry.com, “Virtual instructor-led training (VILT) refers to training that is delivered in a virtual or simulated environment, or when instructor and…

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negotiation principles cartoon

If you’re wondering, “How do I improve my negotiation skills?”; this article will introduce the six principles of negotiation and outline the negotiation skills experts use to maximize the value of agreements. To the untrained eye, it can be difficult to pinpoint what separates an expert negotiator from an average one outside of the obvious…

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internal negotiations

Sometimes internal negotiations can feel like herding cats.  Tom from procurement wants a lower price. Tim from IT needs a longer timeline. Bob the project manager wants strict adherence to the schedule. Greg from HR wants full and complete compliance. Derek from finance needs the SOW. Henry from operations wants clear procedures. And you, the…

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cross cultural negotiation

Modern technology has made it easier than ever before to communicate with people on the other side of the planet. And in addition to the social benefits of being able to engage with other cultures and perspectives, this also means American businesses are increasingly able to enter international markets. Take the Chinese market, for instance.…

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Photo by Jon Tyson on Unsplash "Questions in a Negotiation"

Every negotiation is an exercise in excavation. When you initially sit down with the other party, you have a mental picture of their case and organization. But over the course of your interaction with them, you gather as much information as possible to better inform your strategy and ensure the best possible outcome. This means…

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negotiation concession patterns

Concessions are an inevitable part of every negotiation. However, moving a negotiation to a satisfactory close is almost always going to require a series of concessions.  Ultimately, your ability to make concessions will determine if all of your hard work during the negotiation will get you the result you need. However, knowing when to concede…

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creative contention for team member engagement

There’s little worse than stepping into a team meeting that’s dull, uninspired, and unproductive. No one really wants to be there, few – if any – new ideas are being put forward, and the final outcome will most likely be the easiest way forward, regardless of quality. If you’re thinking to yourself, “Well, it’s often…

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