Negotiating Tactics
15 Rules of Negotiation
Negotiation is a process that can be learned By following the 15 rules outlined here–and practicing, practicing, practicing–you can perfect your skills at negotiating deals in which everyone wins. Remember, everything is negotiable. Don’t narrow…
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Negotiating with a Bully, Shark or, Jerk… What Should You Do?
Based on our research from seminars and training on negotiation skills, we have learned that the most difficult person for many people to negotiate with is a bully, more effectively referred to as a shark…
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Nonverbal Communication in Negotiation
Gesture Clusters Many skeptics argue that it is difficult determining what someone is thinking by singling out one gesture-and they are right. A single gesture is like a single word; its true meaning is vague…
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Asking for a Pay Raise
10 Steps for Negotiating a Pay Raise Several times a year, participants will ask us, “Do you have any tips on how to ask for a pay raise?” Any negotiation regarding a sensitive issue like…
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Negotiating Win/Win Deals
Negotiating Desirable Outcomes You may not realize it, but you are involved in negotiation a good part of every day. Any negotiation–whether it involves settling on the price of a product or service, agreeing to…
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The Role of Power in Negotiation
The word power has had a bad connotation for many years. It has received this reputation because most people associate the word with one side dominating or overpowering the other. I define power as the…
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Nonverbal Negotiation Skills
Researchers in nonverbal communication claim that as much as 90 percent of the meaning transmitted between two people in face-to-face communication is nonverbal. This means that little of your verbal communication will have an impact…
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10 Types of Power
Several types of power can influence the outcome of a negotiation. We emphasize the word “can,” because if you have power but don’t use it, the power adds no value to the negotiation. Position. Some…
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10 Tips to Create a Win/Win Outcome
In our negotiation video, 10 Tips to Create a Win/Win Outcome in Negotiations, we spoke about the first five tips to create a win/win outcome in a negotiation: Remember, everything is negotiable You need a…
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12 Keys for Successfully Selling at a Price that is Higher than your Competitors’ – April 2010 Master Negotiator
Click here for printable version “In business, you don’t get what you deserve, you get what you negotiate.” -Dr. Chester L Karrass One of the most frequent questions we are asked is how to negotiate…
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