Tag Archives: negotiation training

The sound of silence

Have you noticed that when there is silence in a conversation, there’s an instinctive urge to fill the space by talking even if we don’t necessarily have anything to say. We live in a world of noise where silence has almost ceased to exist to an extent that silence becomes awkward. Powerful people and good [...]

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 [...]

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 [...]

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 [...]