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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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- 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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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. --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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? --- Support this podcast: https://anchor.fm/jim-anderson52/support
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