He realized he’d be entering into a tough situation. In past interactions, verbal fights had broken out within this group. And tensions had frayed. Those frayed tensions led to increasing distrust amongst those discussing the proposed resolution. Anticipating how someone might respond to an offer or proposal is something that you should always consider. Why? […]
I was recently asked by a friend to critique a negotiator she was considering for hire for her firm. She inquired into exactly how I would evaluate this person’s negotiation talents. She wanted to know if I was going to test his knowledge about negotiation strategies and tactics. I responded by saying, no. I told […]
Is there a hidden power in the inferiority myth? In its purest form, it’s nothing more than a belief or disbelief that people accept or reject. The illusion exists in its ability to manipulate the thoughts of others for good or bad. Therefore, you should assess whether myths are good or bad, by the way […]
Some negotiators emit weakness when they’re negotiating. There’s danger in doing that. Other negotiators exude strength. There’s danger in that, too. A successful negotiator knows how to project power while avoiding the threat of being perceived as overbearing, stubborn, or unrelenting. They also know when to appear robust and when to appear weak. The following […]
When we realize that virtually every aspect of our business and personal life requires negotiation, the benefit of being a better, more efficient negotiator is clear. Negotiating skills are not usually part of our formal education, though we use these skills all day, every day. These skills are at the very core of both our […]
The study of power and its effect is important in the understanding of negotiation and relationships (or common ground) flowing from any negotiation. Every interaction and every social relationship, in side and outside organizations, involves an exercise of power. INTERPERSONAL POWER: French and Raven suggested five interpersonal bases of power that are important to negotiators. […]