What strategy is in order when one encounters a negotiating opponent who has clearly abandoned common sense? Their degree of being unreasonable amazes you. This is another one of those good new/bad news situations. The good news is that there a multiple options available. The bad news is that they rarely work. It’s really tough [...]
Read MoreWhen the hard bargaining begins both parties tend to ramp up their defenses. Such actions make it doubly difficult for one party to gain the advantage. What can you do to change these dynamics and, to some degree, disarm you opponent? Who hasn’t heard the saying, “Flattery will get you everywhere”? It’s likely your negotiating [...]
Read MoreWhile most of us confine our negotiating attention to business and financial transactions, we shouldn’t ignore the negotiating opportunities within the family. Many holidays seem to provide more family time along with opportunities to use negotiating techniques or influence strategies for work in the family context. The Alternate of Choice: It never fails, the ball [...]
Read MoreNegotiators are conflicted because they often want to sent two messages at the same time with opposite meanings. More specifically, they want to be firm in rejecting an unworthy proposal but they don’t want that rejection to be offensive or even insulting. Good negotiators know the value of ‘relationship negotiating’ whereby they strive to establish [...]
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