Essential elements of negotiation
How to Influence Power in Any Situation
INFLUENCING power Power is a fundamental aspect of every negotiation. Power determines options. If you have it, you have more options. So how can you change the [...]
Anything You Say, Can and Will Be Used Against You
No I’m not arresting you, yet I will absolutely punish you if you forget this rule. In negotiation everything you say delivers information to the other party. The more you say, the more information you [...]
Viacom’s attempt to Position vs. Music Industry
February 12th Philippe Dauman, Viacmon’s president and CEO, issued the following statment: As we go forward, we are continuing to focus more on software than hardware, looking to reduce the cost structure associated with Rock [...]
Brett Favre – It’s Retirement for Now
Read Brett's statement carefully, he is talking in the past tense when referring to playing with the Vikings. What do you think? As a fan, hopefully he will change his mind as we get closer [...]
Funny Quotes that have Nothing to do with Negotiation
While this has nothing to do with negotiation, it was too funny to pass up. So, reprinted here from the unknown author I give you……. WHY ATHLETES CAN’T HAVE REGULAR JOBS… […]
Movement
MOVEMENT plan your moves Movement is a crucial element in every negotiation. Your reactions will undermine your position every time.
How to Negotiate Your Salary
SALARY negotiation Salary negotiations are a bit of an enigma. They have all of the elements of a Hard Bargaining situation: Limited variables Price is the main focal point (Salary) There [...]
HIGH DEPENDENCY
HIGH DEPENDENCY style of negotiation High Dependency negotiations are nothing more than a Collaborative Negotiation where the parties are mutually dependent upon each other. [...]
Price is Always Distributive!
You can't have a collaboration over price. Price is always win-lose. What you gain the other party loses (or pays) and vice versa. There is no way to grow the proverbial pie when it comes [...]
THE WHEEL OF NEGOTIATION
The Wheel of Negotiation is a visual graph which demonstrates the relationship of the different negotiating styles across many different characteristics.
The Dentist
In case you haven't seen this video on YouTube, it is absolutely hysterical. Vox skillfully negotiates the price of a tooth extraction.
CONCESSION TRADING
CONCESSION TRADING style of negotiation EXTERNAL CHARACTERISTICS: The balance of power is much more equal during Concession Trading. The complexity of the deal shifts [...]
HARD BARGAINING
HARD BARGAINING style of negotiation Hard Bargaining is probably the most recognizable type of negotiation. Buying a house, buying a trinket in a foreign [...]
Common Negotiating Tactics
25 Commonly Used Negotiating Tactics Here is a list of 25 common tactics I’ve encountered and even used over my career. I absolutely love to hear stories [...]
Style is Everything when it comes to Negotiation
STYLE is everything The single most influential determinant in any type of negotiation is YOU! Your behavior (and that of the other party) determines the style of [...]
Cultural Impact on Negotiation
The following excerpt listed below is reprinted here with permission. It is a very interesting article with some absolute gems when it comes to considering the cultural implications in any international dealings. It’s also very [...]