Tag Archives: Negotiation
Make Them an Offer They Must Refuse
In the KARRASS Effective Negotiating® Seminar we talk about how you might utilize the “Bogey” as a discovery tactic to gain more information. The more you know about what’s on the other party’s “sheet,” the more opportunities you have to … Continue reading
How Do You Respond to a “take it or Leave It” Demand?
What do you do when the other party gives you a firm but polite “take-it-or-leave-it”? There are options available. My advice is to test it hard—their position may not be as firm as it looks. The best approach to testing … Continue reading
Negotiation Probes
Your negotiating leverage is determined by how much you know about the other party’s attitudes, preferences and position. This is true whether you are selling something, buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or … Continue reading
Scrambled Eggs: How to Defend Against Disorder
It is wiser to simplify matters than to confuse them. “Scrambled eggs” does the opposite. Scrambling is a negotiation technique, it deliberately mixes things up for tactical reasons. Scrambling can be used to forestall a deadlock, make the other person … Continue reading
5 Quick Steps to “win-win” Negotiation
5 Quick Steps to “Win-Win” Negotiation Negotiation is the process of bargaining that precedes an agreement. Successful negotiation generally results in a contract between the parties. Best type of negotiation is “win-win” which means both parties will be satisfied with … Continue reading
Posted in Negotiation
Tagged Effective Listening, Negotiation, Productivity, Successful Business, Training
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The Secrets That Negotiator Won’t Tell You – Part 1
Remember the time when the movie “ The Negotiator” came blasting onto the big screen? You bet, it co-starred two of my all-time favourite movie heroes – Kevin Spacey & Samuel L. Jackson. Their riveting acting was memorable, exciting and … Continue reading
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Tagged Influence, Negotiation, Negotiators, Sales Negotiation, Secrets
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Negotiating With Emotions
Emotions play a powerful role in negotiating because people find it difficult to tolerate unexpected outbursts. When the other party lets loose, we find it hard to cope. Some people try to get their own way by yelling, screaming, and … Continue reading
Negotiating Threats
Have you ever been threatened during a negotiation? You probably have received more negotiating threats than you realize. Most often negotiating threats are not of a violent nature during a negotiation. They come in the form of an “or else.” … Continue reading
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Tagged Differences, Negotiate, Negotiation, Strategy, Tactics, Tips
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The 2nd Secret That Negotiators Won’t Tell You – Why They Object to Your Proposal
THE BOTHERING OBJECTIONS Have you heard of people saying this to you over a sales or negotiating meeting: ” I want to think about it. “, ” I don’t like what you are offering me .”, ” Are you out … Continue reading
Resist Like Water
The Chinese have a saying, “It is well to resist like water.” When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back. Then, in its own good time, it seeps and creeps back … Continue reading
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Tagged Chinese, Negotiate, Negotiation, Strategy, Tactics, Tips, Water
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