Tag Archives: negotiation skills

The influence of personality traits in negotiation

We learn to negotiate from birth through our experiences, education, and from the people around us. The reactions of others reinforce our predominant negotiating behaviour, we learn based on what we find works with others. We also learn that different approaches work on different people and, as a result, we develop additional approaches. In commercial [...]

Body language affects negotiations

Savvy negotiators know that reading body language during a negotiation is essential. Yet, numerous business people fail to read nonverbal messages of their counterparts, mainly because they’re not paying enough attention. They simply overlook crucial signs. Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the [...]

Critical negotiation skills sales people need to close more deals

More than once it has been said that I am a sales person’s dream.  I gather the facts and make quick decisions and, very rarely, do I regret my purchase decision. However, not everyone is like that. There is more and more competition with equally good products and services available and consumers have learned to [...]

Detecting and handling lies during negotiations

Have you ever been in the situation when you really didn’t believe what someone was saying? Did you have a sense that something didn’t ring true or a gut feeling that all was not right? Perhaps they were saying ‘Yes’ yet their heads were shaking ‘No’? It is unlikely that participants to a negotiation will [...]

Concessions in Negotiation Involve a Delicate Balancing Act

Whether you’re faced with suppliers looking to hike prices, clients extending their payment terms, fixing a price for new business or dealing with an employee’s request for a pay rise, understanding the art of negotiation will considerably increase your chances of a positive outcome. A “Win-Win” negotiation can only be achieved if both parties are [...]

Know Your Counterpart in Negotiating Mergers & Acquisitions

There are many factors that contribute to success in Merger and Acquisition (M&A) transactions. In the M&A process, whether you are the Buyer or Seller, you want to know whether you’re in the stronger or weaker position. The stronger your position, the greater your negotiating leverage. The most motivated party in an M&A deal is [...]

negotiation tactics

Do underhanded negotiation tactics work?

The answer, unfortunately, is usually yes. Research on negotiations skills and tactics shows that the party who is most competitive usually gets a better deal than the party who is either accommodative, compromising or even collaborative. So, if you take the other negotiator or team of negotiators by surprise, play on their weak points, threaten [...]