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I hope that we can all agree that if you want your next negotiation to turn out the way that you want it to, you need to prepare for it.
Now, that’s easy to say, but as we all know, it’s actually fairly hard to do. It turns out that the key to successfully preparing for a negotiation is that we have ask the right questions.
In order to do that, we need to know what questions to ask.
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I hope that we can all agree that if you want your next negotiation to turn out the way that you want it to, you need to prepare for it.
Now, that’s easy to say, but as we all know, it’s actually fairly hard to do. It turns out that the key to successfully preparing for a negotiation is that we have ask the right questions.
In order to do that, we need to know what questions to ask.
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Support this podcast: https://anchor.fm/jim-anderson52/support
Most negotiators know that when we are negotiating pricing with the other side, it is always in our best interest to be the first one to make a price offer.
This serves to anchor the price and the negotiations can take off from there. However, there is a variation on this practice that a lot of us may not be aware of.
It turns out that with a simple modification we can create an even more attractive offer for the other side.
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As negotiators we all know that there are many different ways to reach an agreement with the other side of the table.
We’d all like to be able to use our negotiation styles and negotiating techniques come to a negotiated agreement with them. However, failing that we always have a court case that we can fall back on. However, that is an expensive and messy way to accomplish things.
What we’d all like to do is to find a better way to get to where we want to get to.
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In the world of negotiations, one of the most important things that we can do is to be clear.
We want the other side to understand what we are asking them for. We also want to make sure where we stand on the issues. However, there will be times that despite the negotiation styles and negotiating techniques that we are using, we run into issues in a negotiation that we might not want to advertise to either the other side or to the world.
In cases like this, back-channel negotiations can provide temporary protection from deal spoilers and too much public scrutiny.
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Let’s all face it: pressure is a part of the negotiating process.
We wouldn’t know that we were in the middle of a negotiation if we didn’t feel some pressure on us. The problem with this pressure is that it can cause us to make poor decisions. Negotiators can feel pressured to use their negotiation styles and negotiating techniques to wrap up a deal as quickly as possible.
Speed is often the enemy of a sound, lasting deal, but several safeguards can protect you the next time you negotiate in a high pressure situation.
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I don’t know about you, but these days it seems as though more and more of the negotiations that I find myself involved in seem to come down to price.
Yes, there may be a number of other items that are being discussed, but we seem to move through those easily. However, when it comes to the final question of price, that’s where things seem to just bog down. As negotiators we need to understand that this is the way of the world.
What we need are some ways to go about dealing with price based negotiations.
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Disagreements are a common part of every negotiation.
Using their negotiation styles and negotiating techniques both sides of the table end up seeing things differently and because of that their progress towards reaching an agreement can grind to a halt. When something like this happen, one way to address it is to take the time to work with the other side in order to uncover facts about what is being negotiated. The reason that both sides have their opinions may be based on partial or incomplete information.
By working together, it is possible that you may be able to get the negotiations back on track.
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From a high level, the art of negotiating looks pretty easy: all you have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them.
As we all know, when you get closer to ground level, this negotiating stuff can become quite difficult to do. However, our goal remains pretty much the same: we want the other side to agree with the proposal that we have presented them with.
Just exactly how can we go about making this happen?
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From a high level, the art of negotiating looks pretty easy: all you have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them.
As we all know, when you get closer to ground level, this negotiating stuff can become quite difficult to do. However, our goal remains pretty much the same: we want the other side to agree with the proposal that we have presented them with.
Just exactly how can we go about making this happen?
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How many times have this happened to you?
You are in a negotiation and you’ve used all of your negotiation styles and negotiating techniques and you have just about exhausted all of the offers that you can make to the other side. The other side may have also made a number of offers, none of which really appealed to you. What’s a negotiator do to now?
The good news is that you still have at least one trick left up your sleeve: MESOs.
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In order to be successful during your next negotiation, you are going to have to make sure that you use all of the negotiation styles and negotiating techniques that are available to you.
One of the most powerful tools that we all go into a negotiation with is our Best Alternative To A Negotiated Agreement (BATNA). Knowing that you have one of these is a critical factor in being able to be successful in your next negotiation. However, just knowing about it is not enough.
You also have to know how to use it during a negotiation.
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Nobody ever said that this negotiating thing was going to be easy to do.
This can be especially true when you are involved in a negotiation that has to do with territory, control, rights, or power. Turf battles can arise over any type of scarce or sacred resource in a negotiation. Often in such battles, two or more groups view the other side as the enemy and its own side as above reproach. When anticipating a group negotiation, negotiators tend to view the other group as inferior to our group on many dimensions, including intelligence, competence, and trustworthiness. In addition, groups in conflict tend to see the other’s positions as more extreme than they actually are.
Just exactly how should we handle situations like this?
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Negotiators are always looking for ways to become better.
We’ll read books, we’ll attend courses, and we’ll talk with the experts in order to develop new negotiation styles and negotiating techniques. Our ultimate goal is to find a way to make our next negotiation go quicker and more smoothly as we work our way towards getting the deal that will meet the needs of both sides. However, it turns out that one of most powerful skills that we need to have in order to get what we want from a negotiation may be right before us.
Or, a better way to say this, it may be on the sides of our head: our ears.
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The best negotiations happen when we sit down with the other side, have a discussion, make some concessions, and then reach a deal that both sides can live with.
We like these kinds of negotiations. However, not all negotiations turn out this way. In fact, sometimes we run into trouble. We reach a sticking point in our discussions that we just don’t seem to have a way around. Both sides see the world differently and it’s not clear how we can reach an agreement. These types of disputes need to be resolved.
As negotiators, we need to know what our options for resolving disputes are.
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It would be nice if in the world of negotiations we could all just get along.
We’d have nice negotiations and there would be no conflict between the different parties. However, as we all know, we don’t live in that world. Instead, sometimes it seems as though conflict rules the day. In fact, there seems to a number of different types of conflicts that we encounter during a negotiation.
Just exactly how can a negotiator avoid having to deal with all of this conflict?
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Negotiation is all about sharing.
Well, at least pretty much all about sharing. One of the big questions that every negotiator is dealing with when we start a negotiation is just exactly how much we want to share with the other side. We all know that no matter what negotiation styles or negotiating techniques we use, we are going to have to share at least some information with the other side. The question that we are facing is how much is too much?
Negotiators need some guidance in how to go about doing this sharing thing the correct way.
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As negotiators, what we are all trying to do is to become better.
Our goal is to be able to use our negotiation styles and negotiating techniques to walk away from our next negotiation with the feeling that we got what we wanted and that the other side will come through with the promises that they have made to us.
In order to be successful, we need to develop three negotiating skills that will allow us to reach better agreements faster.
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As negotiators, what we want most out of life is to be able to use our negotiation styles and negotiating techniques to close a deal with the other side that meets our needs.
However, it turns out that there just might be something else that we really we really want – our next successful negotiation. Our need to move from one successful negotiation to another is something that can motivate us as we desire more and more “wins”.
Is this really a good way for us to be operating?
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When we enter into a negotiation, what we’d like to be able to do is to use our negotiation styles and negotiating techniques to determine what the other side’s interests are and then reconcile them with our own.
Successfully doing this can be quite a process. Attempting to do this can make things a bit more challenging for you. There will be times that we encounter a situation in which the other side presents a myriad of options and offers at the negotiation table.
As negotiators we need to determine if this will help facilitate a negotiated agreement?
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