All Entries in the "Negotiation Skills" Category
Negotiable or Nonnegotiable – Checking the Veracity
An important part of negotiating is understanding: what is negotiable? Or to turn the question around, what is not negotiable? Think about it for a moment. Is there anything that is not negotiable? Argument on Death is Nonnegotiable Some people might argue that death is nonnegotiable. There is an old bromide: “Nothing is sure but [...]
How to Make Use of the Leverage?
The strength of each party’s position is leverage and it is the key strategic element in any negotiation. When you observe the leverage in a negotiation, you should ask who has it and who doesn’t? Who has the better bargaining position and why? How can I use my leverage to my greatest advantage ? As [...]
Have a look at the Hidden Agenda
Since they are difficult to ferret out – that’s why they’re called “hidden” agendas! Be mindful of the possibility of hidden agendas without introducing paranoia into the process. You rarely expose them by asking directly – or early in the process. As part of your ongoing preparation, collect all the information you can about motive. [...]
Different Approaches to acquire Negotiation Skills
If we negotiate primarily to achieve our goals, then options and alternatives are the lifeblood of negotiations. Most negotiations that people participate in are fairly straightforward and not too complicated. However, as the level of complexity of these negotiations increases, so too does the need for creating alternatives and options. It is easy to hit [...]