Category Archives: Negotiating Tactics

Summary: Sticking to minor concessions in the opening rounds of a negotiation. Here’s a good rule of thumb: If you are going to concede in the opening rounds of a negotiation, Concede Small. Example You…

Summary: Using an open-ended question to get more expansive or revealing information from a counterpart. Open-ended questions almost always start with who, what, where, when, how, or why. They play a strong role in negotiations…

Summary: Using a restrictive question to get a direct answer or specific bit of information from a counterpart. Anytime you are trying to win a concession or gain a deal point in a negotiation, Asking…

Summary: Citing the opinion of an authority to gain clout. One of the more powerful tactics to utilize when presenting information in a negotiation is to cite the opinion of an expert. Example A man…

Summary: Pushing a counterpart to provide his best offer by implying that the offer “on the table” is unsatisfactory. A great way to practice your negotiation skills is to simply get in the habit of…

You are interviewing for a job as a sales representative for a company that makes software for lawyers. Two of your main goals are to have more flexible working hours and to be able to…

Now that you have a general understanding of the different styles counterparts may use when negotiating, you may be wondering how to identify your counterpart’s specific style. There are three main ways: (1) general observation,…

To develop a successful negotiation strategy, you have to know your counterpart’s needs and goals. Skillful questioning will help you gain this information. When to Ask Questions When is it helpful to ask questions during…

Part 2: Meeting with your Boss Last week we started this two-part blog reviewing the steps to take before your negotiation. As we mentioned, preparing for a raise negotiation starts long before you have the…