Negotiating

Dirty tricks done dirt cheap

September 8, 2021
The ruthless always win. Well… not necessarily. Not if you’re ready for their underhanded negotiating tactics. And you can be. Here’s a few dirty tricks the scruple-challenged opposition may employ.

Make ‘change blindness’ work in your favor

September 8, 2021
Sales expert Oren Klaff asserts that identifying and gaining an understanding of human tendencies means you can increase your power of influence over people.

For hardcore negotiators

September 8, 2021
Some believe that when starting off a negotiation, you should try to make your opponent be the one to say “no” first.

5 steps for successfully negotiating pay after a job offer

September 8, 2021
Many people have been there. You’ve received a job offer, but it’s not quite the pay you were hoping for. Know that negotiating an offer doesn’t mean you’re declining an offer. Let’s walk step by step through how to negotiate your pay.

Work around strong negotiation opponents

August 16, 2021
Negotiating goes smoothest when both sides seek realistic success without feeling they have to vanquish their adversaries. Sometimes, however, your opponent will take an all-or-nothing attitude. When that happens, you have three options for accomplishing your goal.

Negotiation Quick Takes: September ’21

August 16, 2021
Refocus your interests … Where everybody sits makes a difference … Trying to reconcile quarreling employees?

The ‘Never, Never, Never’ rule

July 14, 2021
The negotiation process involves a great deal of give and take; part of the “give” each negotiator ought to be prepared to offer is generally referred to as concessions. Remember this rule: Every concession must yield a reward. 

Have you found their implicit need?

July 14, 2021
Negotiators make decisions according to both explicit and implicit needs. Here are two of the most common implicit needs that surface in negotiations, and how you can discover them.

Set the stage for a successful negotiation

July 14, 2021
Imagine you’re headed into a conference room where five unfamiliar people are waiting for you.

The Martha’s Vineyard deal: A case study in push and pull

July 14, 2021
“What I find is that sophisticated practitioners are constantly grappling for control of the rules of a deal at the same time as they’re negotiating its substance,” says Guhan Subramanian, Chair of the Harvard Program on Negotiation. He offers this true anecdote to demonstrate how negotiators can work an unfavorable deal to their advantage.