Blog

Summary: Using a well-respected source of information to support a position. Objective criteria are often useful as a baseline for negotiations. Some well-known standard benchmarks include the Kelley Blue Book, the Consumer Price Index, the…

Summary: Asking for concessions one at a time, to make them more palatable. Few people eat a whole salami with one swallow. Salami just goes down easier if you cut it into small pieces. The…

Summary: Working alongside your counterpart to create a win-win outcome. Although it is always good to have a plan complete with solutions laid out in your mind, getting your counterpart involved in generating win-win solutions…

Summary: Taking a break from a negotiation can sometimes be the best thing for both counterparts. You may want to just use the restroom, let tension disperse, or locate additional information before making a decision….

Summary: Taking action first, asking for forgiveness later. Fait Accompli is a tactic described by Gerard I. Nierenberg. The phrase is French for “accomplished fact,” and refers to a deed that is already done-and is…

Summary: Feigning ignorance to test a counterpart’s honesty and the accuracy of his information. Playing Stupid sometimes pays off. You may ask a question even when you already know the answer in order to verify…

Summary: Asking questions to clarify a counterpart’s position on issues. Some authors on negotiation encourage readers to ask only questions to which they already know the answers. Although we agree that you may not want…