Essential elements of negotiation
Ahhh... buying a new car. I've attached a video I recorded some 6 years ago on this very subject. Nothing has changed, except I no longer maintain andrewboughton.com which I reference several times in the [...]
In this video the buyer and seller are negotiating over a restored antique sign. Captured on TV, this example is your typical Hard Bargaining negotiation. It’s a one off transaction that is all about price. There [...]
Convicted for killing his parents by bludgeoning them with a baseball bat, Ernie Sherrer's denial of the crime when questioned presents a prime example of an emblematic slip as his head shakes "Yes" when asked [...]
This video has some fantastic examples of deception detection techniques including verbal slips, manipulators, and emblematic slips. I love reality TV, for continually pumping out more and more shows with pristine examples of people negotiating [...]
I CAN’T GET NO satisfaction Alexander Hamilton lost his life on July 11th, 1804 so that Aaron Burr could get some satisfaction. The famous duel in Weehawken, NJ occurred because [...]
One of the most important elements of a robust negotiation strategy is your question strategy. Questions put you in charge during a negotiation. Questions accomplish the following: Establish baseline responses Allow you to direct the [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 plan your moves Movement is a crucial element in every negotiation. Your reactions will undermine your position every time.
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 style of negotiation High Dependency negotiations are nothing more than a Collaborative Negotiation where the parties are mutually dependent upon each other. [...]
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 is a visual graph which demonstrates the relationship of the different negotiating styles across many different characteristics.
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 style of negotiation EXTERNAL CHARACTERISTICS: The balance of power is much more equal during Concession Trading. The complexity of the deal shifts [...]
HARD BARGAINING style of negotiation Hard Bargaining is probably the most recognizable type of negotiation. Buying a house, buying a trinket in a foreign [...]
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 The single most influential determinant in any type of negotiation is YOU! Your behavior (and that of the other party) determines the style of [...]
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 [...]
