Tag Archives: creative negotiation skills

Regulating emotions in negotiation

It happens with such regularity, you wonder why you still get angry or annoyed. A key potential supplier that you are negotiating with has requested a price increase and you know it is just not possible. This is despite written agreements almost in place and an annual price review included. How do you react? Do [...]

Negotiating when things get tough

You are in the client’s office looking to negotiate a valuable contract. You have been told by your Sales Director not to bother coming back without a deal and your client is using negotiating tactics to put you under pressure to concede at every turn. Here are some common ‘hardball’ tactics that the other side [...]

How to overcome the mythical fixed pie syndrome

In the business world, why is competition so often the norm, while cooperation seems like an impossible goal? One of the most destructive assumptions we bring to negotiations is the assumption that the pie of resources is fixed.  The traditional approach to negotiation is sometimes called ‘positional’ or ‘distributive’ because a limited amount of benefits [...]

Is there a correlation between negotiation skills and emotional intelligence?

The kind of poise you display in negotiations can mean the difference between a deal and deadlock. It’s the ability to keep your head when all those around you are on the verge of losing theirs. Granted, rigorous preparation is crucial. The bigger the transaction, the more important it is to identify core interests, weigh [...]

How to neutralise stalemates in negotiation

Life is a series of negotiations. You negotiate all day, every day, from the time you wake up to the time you go to sleep. Contract terms and conditions.  Hiring, managing staff performance, asking for a salary increase.  Creating or dissolving partnerships and joint ventures. You make offers, counteroffers, and agreements to settle. When you [...]