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Negotiation


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Ask for More Than You Expect to Get
  By: Roger Dawson
One of the cardinal rules of Power Negotiating is that you should ask the other side for more than you expect to get.
Basic Principles Make You a Smarter Negotiator
  By: Roger Dawson
The way that you conduct yourself in a negotiation can dramatically the outcome. The five essential principles in this article will help you smoothly get what you want.
How Can EQ Help You Win the Negotiation?
  By: Susan Dunn
There are always people we want things from, just as there are people who want things from us, and while there’s a prevailing myth that business runs on logic, reason and analysis, it is about relationships and negotiations, and emotions quite often determine the outcome. It’s an old adage that people do business with people they like and trust. However you define those words, and how you separate out the components, it is an emotional response, not an intellectual one.
How Time Pressure Affects the Outcome of a Negotiation
  By: Roger Dawson
Time is comparable to money. They are both invested, spent, saved, and wasted. Do invest the time to go through every step of the negotiation, do use time pressure to gain the advantage, and don't yield to the temptation to rush to a conclusion. Power Negotiators know that time is money.
How to Negotiate When the Other Person Tells You That They Don't Have the Authority to Decide
  By: Roger Dawson
One of the most frustrating situations you can run into is trying to negotiate with the person who claims that he or she doesn't have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that's being used on you, you have the feeling that you'll never get to talk to the real decision-maker.
How to Stop People from Grinding on You in Negotiations
  By: Roger Dawson
The Withdrawing an Offer Gambit is a gamble, but it will force a decision and usually make or break the deal.
If You Don't Feel You're Getting Enough Out of a Negotiation, Nibble for More at the End
  By: Roger Dawson
Power Negotiators know that by using the Nibbling Gambit, you can get a little bit more even after you have agreed on everything. You can also get the other person to do things that she had refused to do earlier.
If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy/Bad Guy
  By: Roger Dawson
Good Guy/Bad Guy is one of the best known negotiating gambits. It is a very effective way of putting pressure on people, without confrontation.
Learn to Play the Reluctant Buyer When You're Purchasing
  By: Roger Dawson
There are some magic expressions in negotiating. If you use them at exactly the right moment, the predictability of the other person's response is amazing.
Learn to Play the Reluctant Seller When You're Negotiating
  By: Roger Dawson
Power Negotiators know that the Reluctant Seller technique squeezes the negotiating range before the negotiating even starts.
Negotiating Skills: Success Tips
   Negotiate To Win
  By: Dr. A. J. Schuler
Six tips that will help you improve the outcomes of your negotiations.
Never Make a Concession When You're Negotiating Unless You Ask for Something in Return
  By: Roger Dawson
Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return.
Perfecting the Art of Silence in Negotiating
  By: Liz Tahir

Silence is the secret tool of power negotiators. Knowing when to listen, not talk. Using facial expressions, not your voice, to make a point. Here are five tips on how perfecting the art of silence can make you a better negotiator.
Power Negotiators Understand the Importance of Gathering Information
  By: Roger Dawson
Despite the obviousness of the important role that information plays in a negotiation, few people spend much time analyzing the other side before starting a negotiation. Even people who wouldn't dream of skiing or scuba diving without taking lessons will jump into a negotiation that could cost them thousands of dollars without spending adequate time gathering the information they should have.
Setting the Climate for a Non-Confrontational Negotiation
  By: Roger Dawson
What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for everything they can get.


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Place "+" (without the quotes) in front of words that must appear; "-" to exclude articles with certain words; and put double quotes around phrases. For example, fantastic search will find all case studies with either the word "fantastic" or "search" (or both). On the other hand, +fantastic +search will find only case studies with the words "fantastic" and "search". "fantastic search" will find only case studies that with the phrase "fantastic search". Note: Searches will not find words, such as 'management', that appear in more than half of the articles or words less than five letters long.
 

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