Decisions and Negotiating: When to Ask the Question

Negotiators must be able to make decisions. Knowing when to ask for decisions is part of the art of the process.

Negotiators Should Use Basic Business Management Skills

In any dispute those involved make up a small group and are subject to traditional group dynamics. Groups need to be lead or managed. Filling this role is what makes mediators effective resolving issues for the parties. Similarly, negotiators who take the initiative to become the informal group leaders are most likely to have the best track record of achieving their goals.

Negotiation Skills -- The Salami Technique

Some negotiators just love to play tactical games. In this article we will look at one their favourite negotiation tactics – the Salami technique – and think about how to rebuff it.

Negotiating Skills

Negotiation involves two or more parties, who each have something the other wants, reaching an agreement through a process of bargaining...

If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy / Bad Guy

Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero Pip is in the graveyard when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has chains around his legs. He asks Pip to go into the village and bring back food and a file, so he can remove the chains. The convict has a dilemma, however. He wants to scare the child into doing as he's asked, yet he mustn't put so much pressure on Pip that he'll be frozen in place or bolt into town to tell the policeman.

How Time Pressure Affects the Outcome of a Negotiation

In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The phone rang and it was President Clinton calling to tell them that he had already started the invasion and they had 30 minutes to get out of there.

Wholesale Negotiating Tips

Tips for negotiating with wholesalers.

No One Ever Wants to Give Cash Back: You Can Profit!

People know how hard it is to find someone who wants to buy what they have, and once they have cash in hand, they just can't turn it away . . . even if it means making a little less.

Subliminal Persuasion

Subliminal persuasion can be as innocent as smiling to establish rapport. Then there are the more powerful techniques. Here are two of them...

Learning to Listen - The Key to Better Negotiating Skills

Any experienced, successful investor will tell you that learning to listen to the seller is one of the most important skills you can develop. Many communication problems that arise during negotiations can be traced to poor listening skills. When negotiating with a seller it is your objective to determine their needs and wants.

Savvy Salary Negotiations Can Seriously Boost Your Income!

What can you do to maximize your salary? Here are some tips that can help you dramatically move the odds in your favor.

Bidding and Winning Projects as a Freelancer

When you’re a freelancer, you cannot escape the task of bidding for projects and hoping to win the projects. Losing out more times than you’d actually care to admit, understand that it’s part and parcel of being a freelancer.

Overcome Overwhelm: 10 Ways to Slow Down and Win

It's easy to become overwhelmed by overcommiting yourself. When you think through your agreements BEFORE you make them, it becomes much easier to stay on target, follow through and achieve success.

Get A Head Start In Negotiations

If you go into a negotiation half or a quarter prepared, you can only expect one thing: to be taught an expensive lesson. Learn the 7 rules of preparation in this article, and you'll be an expert not a learner.

Russian Roulette: Or Doing Business in Eastern Bloc Countries

Business people beware! Watch your back!