Negotiating Tactics
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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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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