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Category Archives: Negotiation skills
Negativity In A Negotiation Can Be Positive
When most people negotiate, they attempt to bond with the other negotiator in an effort to lay the groundwork for a positive encounter. As a result of adopting such a position, they negate the potential benefits that negativity can have … Continue reading
“To Negotiate Successfully … Whose Ethical Compass Do You Follow” by Guest author Greg Williams
When you negotiate, do you have problems with your ethical compass? Do you assess those with whom you negotiate to determine the direction in which their ethical compass points? During negotiations, people get caught up in the moment. As a … Continue reading
5 1/2 Ways To … Possibly Solicit Cooperation When Negotiating by Guest Author Greg Williams
When negotiating, how do you solicit cooperation? You can browbeat someone; you can cajole them; you can be very amenable to their every whim, and yet, you may still be unsuccessful at soliciting her cooperation. The one thing you must … Continue reading
Posted in Business skills, Negotiation skills, Trial lawyer skills
Tagged negotation, Negotiation skills
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Negotiate with Confidence, Not Cockiness by Guest Author Greg Williams
Some negotiators radiate a persona of confidence that directs the negotiation towards a successful outcome. Some negotiators exude cockiness, which can inject needless anxiety into the negotiation. Which negotiation style do you possess? There’s definitely a place for self-confidence when … Continue reading
Properly Using Leverage Increases Your Negotiation Strength by Guest Author Greg Williams, modified by Pat Iyer
During a negotiation, applying leverage right, at the right time, can lead to the right outcome. Leverage increases one’s ability to accomplish sought after outcomes, but applying leverage inaccurately can lead to unforeseen problems. As an example … 1. A … Continue reading
“To Negotiate Successfully … Consider Ethnicity and Gender” by Guest author Greg Williams
When negotiating does ethnicity and gender matter? You betcha! When you negotiate, control your ego, be aware of your environment, and be very cognizant of the influence that ethnicity and gender have on the participants involved in the negotiation. A … Continue reading
Negotiate Successfully Matching Offers to Perceived Value by Guest Author Greg Williams
When you negotiate, do you consider how your offers will be perceived, before presenting them? Do you take into account the value system of the other negotiator, to determine how she perceives value? When negotiating, the way you shape and … Continue reading
Posted in Business skills, Negotiation skills, Trial lawyer skills
Tagged Negotiation, value propositions
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Negotiate Successfully by Guest Author Greg Williams
Use Proper Planning and Positioning Before negotiating, sometimes, even the best negotiators are caught off guard. When that happens to you, back out of the negotiation and regroup. Recently, I purchased a camcorder and found that it did not function … Continue reading
Posted in Business skills, Negotiation skills
Tagged Greg Williams, Negotiation skills, The master negotiator
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Negotiate to Win Using Risk Reversal Strategies by Greg Williams
by Guest Author Greg Williams, the Master Negotiator, and Pat Iyer When you negotiate, do you consider the value that ‘risk reversal’ strategies have on the outcome of the negotiation? Risk reversal is a strategy that allows you to take … Continue reading
Posted in Communication skills, Negotiation skills
Tagged Negotiation skills, risk taking, taking risks
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