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Weekly Negotiating Tips
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Negotiating Tip of the Week Archives
Below are many of our recent "Negotiating Tips of the Week".
They're practical and profitable ways to boost your negotiating effectiveness!
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Negotiating's Top 12 Mistakes: How to recognize. How to avoid.
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Tip 9029: Avoid One Issue Negotiating
It's often difficult to predict the nature and extent of our next negotiating experience. We can be certain that whatever that situation might be, certain rules will apply and specific objectives should be sought. Among those rules and objectives is the one that warns us to avoid limiting our negotiation elements to but one issue. Let's learn why. . . . keep reading
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Tip 8249: Fairness When Negotiating
We've been cautioned since childhood to 'play fair'. In adulthood we've come to know the Golden Rule and it's guidance on how to treat other people. The question is, can we be fair and be effective when negotiating? Let's examine that issue. . . . keep reading
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Tip 8189: First Offer Consideration
Virtually all negotiating begins with one party making an offer. For the context of this negotiating tip, allow me to refer that at action as the 'first offer'. Negotiating experts have long discussed this now famous 'first offer' and what it should be, how aggressive it should be and even who should make it. . . . keep reading
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Tip 8109: Stopping A Nibble
We've all be victims of a 'nibble', that technique whereby someone asks for something additional after a deal is struck and terms agreed to. We should even be in admiration of our opponent who is astute enough to employ that tactic. But let's talk for a moment on how to stop or defend against a nibble. . . . keep reading
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Tip 7289: An Easy Point of Difference
If you look at pictures of business people of a decade or so ago, you would notice a big difference in dress and attire. To say we've 'gone casual' would be an understatement. I'll admit that I'm personally uncomfortable with this today's business attire. I'm probably the odd man out in this trend, but I've found a silver lining. That silver lining is that's it's really easy to dress more professional, more conservative and more powerfully than it has ever been. If everyone else goes casual, how difficult is it to dress more powerfully? You're probably with me on the 'professional' and 'conservative' descriptions, but what about the 'powerful' adjective. Let's discuss how our dress, our appearance can provide that extra power that may just win the day. . . . keep reading
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Tip 7219: Injecting a Side Issue
One thing we can notice about negotiations in progress. It's the laser focus the parties seem to have on the bargaining points, positions and issues. This concentration often produces blind spots that prevent constructive concessions and creative thinking opportunities. Question? What's an appropriate technique to relieve this narrow focus and enable the parties to reach that win-win agreement? Many have found it to be injecting a side issue. . . . keep reading
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Tip 7079: The Mirror Technique
Want to get cooperation from your negotiating opponent? Want to reach a position of balance with your opponent? Want to eliminate the 'one upsmanship' that seems to dominate the typical 'I win, you lose' posturing? Want to keep your opponent from getting the better of you (and at the same time, keep you from getting the better of him)? Here's the perfect technique! We need to recognize that what's good for one, is typically Only 10% or 33% trying -- that's dismal. What can we learn from that? . . . keep reading
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Tip 6309: Reminders
In the latest edition of Consumer Reports magazine an interesting statistic was reported. A survey of their subcribers revealed that only 10% of people buying small appliances and only 33% of major appliance purchasers tried to negotiate the price. Only 10% or 33% trying -- that's dismal. What can we learn from that? . . . keep reading
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Tip 6169: Interests vs. Positions
Good negotiators are adept at distinguishing between interests and positions. With this distinction known, these negotiators routinely put more emphasis on the former. The results are amazing! . . . keep reading
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Tip 6099: Held In Reserve
If you're like me you admire -- even envy -- those who are prone to hold something back for use at a critical moment. Some people simply plan (strategize) effectively and have a high card to play when the game is on the line. What about us? In our world are we prone to shoot all our ammo, commit all our forces and display all our leverage and have nothing left to affect the outcome at the eleventh hour? . . . keep reading
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Tip 5269: Brinksmanship
You've seen it every day in many environments. It's the phenomenon that could be described as putting a deal together at the last moment. For the observer, it's interesting. For the participant, it can be nerve racking. My suggestion is that we become avid observers of this happening so we can be more effective as active participants. . . . keep reading
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Tip 5199: The Power of Precedent
If you've heard the phrase "Been there, done that" then you know we're referring to a repeating occurrence. When negotiating, are our results influenced by the fact that we've negotiated with that same party before? It surely does and it's the basis for the source of negotiating power known as 'precedent'. . . . keep reading
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Tip 5129: The Power of Silence
Women have long had an almost inherit knowledge of the power of silence. They've learned the negotiating secret that silence always makes the 'other side' feel uncomfortable. Now before you get hyper-sensitive that this is a sexist remark, know that if you accused me of that to my face, I'd give you the 'silent treatment'. . . . keep reading
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Tip 5049: Nonsense Negotiating
What strategy is in order when one encounters a negotiating opponent who has clearly abandoned common sense? It's really tough to overcome situations where nonsensical posturing dominates one's actions. Each situation is unique and we're often surprised at what might work. . . . keep reading
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Tip 4279: How Much To Tell Our Opponent
We've known for a long time that Information = Knowledge = Power. Put in other terms, the more we know the more powerful we can be in a negotiation. Because this is well known, it's now become quite prevalent for negotiating parties to put out bogus information to influence their opponents in a particular manner. . . . keep reading
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Tip 4209: Don't Leave Money on the Table
Most people would be surprised if they only knew how often they 'left money on the table' and just never knew about it. Good negotiators have a number of available strategies to put pressure on their opponent and get them to share how 'negotiable' they are. . . . keep reading
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