Negotiating

Move on before salary negotiations bog down

June 9, 2021
Do salary negotiations seem to drag on and on when you’ve got a candidate you want to hire? Do yourself and your job candidates a favor: Announce clearly when you’ve reached the highest salary you can offer.

Negotiation Quick Takes: July ’21

June 9, 2021
Why just tell if you can show? … One question to possibly avoid … Use your voice appropriately.

Do you negotiate by asking … or are you just telling?

June 9, 2021
It’s often assumed that business negotiations—especially when price is concerned—must be cutthroat. But that’s not always necessary. In negotiating, as in working with people in general, knowing who you’re talking to and how to talk to them can make all the difference.

Use judicious threats to propel talks

May 27, 2021
When you’re working out a problem with employees, vendors, or customers, making threats can be risky. People resent them, and you may decrease the likelihood of cooperation and even risk inciting revenge. Yet, as negotiation experts Adam D. Galinsky and Katie A. Liljenquist point out, threats can be effective—if you follow these three principles.

How to avert an opponent’s ‘distraction techniques’ when negotiating

May 12, 2021
Opposing negotiators may use planned interruptions to distract, influence you, or manipulate your position. These tactics can be irritating at best and detrimental to the deal at worst, but they have only as much effect as you allow them to have.

Solidify agreement before moving on

May 12, 2021
When you finally reach agreement with someone, you may feel like moving on quickly so he or she doesn’t waver. That’s natural, but keep talking.

Winning negotiations is about a great start

May 12, 2021
Starting off a negotiation on the right foot is a surefire way to lead to a winning outcome. However, knowing where to step is not always clear. Here are three things you can do to make a sure first step.

At times, silence can be golden

April 14, 2021
Negotiating is about taking command of the conversation and pushing the discussion toward a resolution favorable to you, right? Not necessarily, says leadership consultant David Traversi.

Negotiation Quick Takes: May ’21

April 14, 2021
Negotiate on their turf—not yours … Made your point? Now pause … Original offers are just the start … Find conflict-resolvers during hiring

Phrases that can kill a deal

April 14, 2021
Did you know that using the seemingly innocent phrase “This is a good deal” in a negotiation can actually kill your deal?