Using Leverage Properly Increases Your Negotiation Strength

During a negotiation, applying leverage right, at the right time, can lead to the right outcome. Leverage increases one’s ability to accomplish sought after outcomes, but applying leverage inaccurately can lead to unforeseen problems. As an example : Two individuals were negotiating over the phone, about the price of a property; both negotiators have equal

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When Odds Are Against You … Do You Negotiate Like Olympians

Sometimes, you can negotiate at your best and have your best not be good enough. In watching the selection process that several countries went through, as they vied for the right to host the 2016 Olympics, I thought about the negotiation process they undertook. Below are some observations. All of the countries brought the highest

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To Negotiate Effectively Use Questions Strategically

Questions are the heart of any negotiation. That’s nothing new. But, are you aware that the way you develop, deliver, and present your questions during a negotiation determines how strategically advantaged you’ll be throughout the negotiation? If questions are posed strategically and used wisely, you’ll be able to negotiate more effectively. Thus, questions become a

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To Succeed When Negotiating Know When To Stop

Many times when I impart negotiation knowledge in trainings, presentations, and keynotes, the question is posed, how does one know when to stop negotiating? It’s an easy question to answer, but the answer requires dealing with difficult questions to get there. Prior to the negotiation, you should create a bracket that encompasses the high and

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Do You Assume an Advantage Simply Because You Negotiate on Your Territory

Many people believe they gain an automatic advantage by negotiating in their environment. That’s not necessarily true. There are factors to consider that could cause you to lose an advantage, by negotiating in your environment. Before negotiating in your surroundings, consider these points: 1. Consider the level of your negotiation skills, compared to the other

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Will You Be Swept Away By The Negotiation Tsunami

Warning, a negotiation tsunami is occurring throughout the world. As such, a lot of corporations and individuals are allowing their negotiation sky to fall. A negotiation tsunami has been surging for quite some time. It began in the form of savvy individuals and cutting edge corporations increasing their knowledge of negotiation. Those entities have become

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To Negotiate Successfully In Team Negotiations… Manage Variables

When negotiating in a team environment, a lack of preparation regarding unanticipated situations and a lack of proper management can put your team in a dire position. If not managed properly, such situations can prove to be the death knell of your team’s negotiation efforts. In part, proper managing occurs when the lead negotiator sets

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