The Art of Negotiation in 535 words

I want to get better at negotiation, but where to start?

What Are The Four Types Of Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. Obviously, the goal in [...]

Avoiding and Accomodating in Negotiation

The avoiding approach to negotiating is characterized by losing, leaving, and withdrawing. No commitments are made, and behavior is impersonal. Use this approach when you would get hurt by staying or when you want to change the ground rules. It is useful when issues are trivial and is helpful when the other side has much [...]

Negotiating Skills: Ask For More Than You Expect To Get

It creates some negotiating room, and you might just get what you’re asking for.
Whether playing the role of buyer or seller in a sales transaction, asking for more than you expect to get is a classic opening position in negotiations.
In the audio book, "Sound Advice on Negotiating Skills," author Roger Dawson says, "Henry Kissinger called [...]

Can a Service Be a Commodity

Well Enron dealt with this a little for instance an intangible such as the available bandwidth in fiber optic lines. So what is a commodity in a service business? Well, a commodity could be considered are capacity to wash cars for a mobile car wash business like the company I own, the additionally created capacity [...]

Four Ways To Work Out Business Disputes

Business owners have four options to resolve disputes with partners, vendors or customers. Each option is based on different assumptions, and entails a different cost. Therefore, it pays to understand them better.
Option #1 ? Direct negotiation
Direct negotiation is certainly the cheapest – but not necessarily the easiest ? way to resolve a conflict. A good [...]

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go ’round. And when it comes to meeting planning, money can probably get you whatever you want. However, few event planners have the luxury of an unlimited budget. Your boss may like to drink champagne on a beer budget. In other words, caution you to spend less, [...]

While Youre Waiting

Not long ago, I made a partnership pitch, on behalf of an organization I represent, to another organization with similar interests. If the idea had come to fruition, it would have radically changed our organization.
So, you can imagine my impatience when I didn’t hear back from the person to whom I’d made the proposal. She [...]

Dont Be Afraid Of Silence

In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation.
However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn’t the same need [...]

Managing the Sales Negotiation Process

How many times have you heard:

“You’ve got to drop your price by 10% or we will have no choice but to go with your competition.”
“You will have to make an exception to your policy if you want our business.”
“I know that you have good quality and service, but so do your competitors. What we [...]