Information and Negotiation

April 3, 2014

When Henry Kissinger was preparing for a summit meeting with the Soviet Union, he was asked whether he had any idea what the Soviets would propose. “Oh, absolutely,” he replied. “No question about it… It would be absolutely disastrous for us to go into a negotiation not knowing in advance what the other side...

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Power in Negotiation

March 19, 2014

Power – and perception of power – is a key factor in negotiations, as in most human interactions large and small. Whoever is perceived to be more powerful will become more powerful, and will have greater control over the final outcome. In negotiation training we learn to prepare in advance by analyzing the power...

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The Importance of Post-Negotiation Evaluation

March 13, 2014

After every negotiation, it is important to evaluate how the negotiation went. Consider why it ended as it did, and what could be done to improve the process in the future. Post-negotiation evaluation is most useful in complex team situations, but individual negotiators will benefit from hindsight as well. The evaluation can strengthen the...

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Neutralizing Pressure Tactics

February 19, 2014

Sometimes in negotiations the other party makes statements that increase pressure or create anxiety about getting the deal closed or missing an opportunity. While principled negotiators who are working for a win-win agreement generally do not use manipulative tactics to close a deal, zero-sum negotiators certainly will, so it’s a good idea to ask...

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The Zone of Potential Agreement

February 12, 2014

In any negotiation, an immediate goal of both parties should be to discover whether an agreement is even possible. After all, if the parties have bottom lines that are mutually exclusive, they might as well just walk away from the negotiation. This is one of the reasons why defining your bottom line before negotiating...

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Why You Need a BATNA

February 5, 2014

Negotiation training experts tell us that you should go into every negotiation with several parameters in mind. You probably have an idea of what you would like to gain in the negotiation, but do you have a BATNA? Meaning Best Alternative To a Negotiated Agreement, the BATNA represents your fallback position – your ability...

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The Hazards of Positional Negotiations

January 27, 2014
Win-Win Negotiations

A party’s “position” in a negotiation represents what the party wants – or thinks it wants – from the negotiation. What underlies this position is the party’s “interests” – the reasons why their demands are important to them. It is important to recognize the difference between positions and interests. Focusing solely on positions can...

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The Surprising Reason Why You Should Never Accept the First Offer

January 20, 2014

You probably know the negotiating rule that you never accept the other party’s first offer. The reason for this seems pretty obvious – after all, it is unlikely that the other party’s initial offer is going to be the best deal you can get. However, in win-win negotiations, there is another, less obvious reason...

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Avoid “Killer” Assumptions

January 10, 2014
Will Rogers

Will Rogers once said, “It is not what I don’t know that hurts me, it is what I do know that just ain’t so!” This is another way of saying that relying on incorrect assumptions can cause us big problems! Like many military conflicts, a great many negotiations are “lost” because those in charge...

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Do Nothing, At Least for Now

January 3, 2014

Patient negotiators almost always have an advantage over impatient negotiators. Therefore, one important negotiation training strategy is to always ask yourself if your opportunities will improve or weaken over the passage of time. What effect will time have on the opportunities of the other party involved? Often, new possibilities will emerge in the future...

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