Bargaining vs Negotiation: Do you really know the difference?

Two weeks ago, I attended the SaaStr 2017 conference in San Francisco.  It was a collection of Software- As-A-Service start-up CEOs, CFOs, COOs as well as marketing and sales geniuses.  They meet once a year to network, listen to speakers and view/sell the latest products.  These attendees, by my limited observations were all 30 to early 40-somethings; all wicked smart and extremely successful....

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How To Recognize Weakness or Strength During Negotiations

Individual “signals” can be faked. “Signals” are choices of words, changes in tone of voice, body language changes (“flinches”) or things often referred to as “tells” . So, you’re really looking to triangulate signals.

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How To Disarm The Attack

There comes a time in almost every negotiation where we may get a counterpart that is trying to influence our decisions by making an ultimatum type offer (take X or this bad thing is going to happen to you).  Sometimes it may be something they say out of desperation, other times  they were going to hit you with it one way or another.  At the end of the day, everyone we meet in a negotiation has a...

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The Top 2 Reasons To Not Go First In A Negotiation

Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.

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What Are We Seeing? - PART III

Differences in the personality types of hostage-takers (HTs) you may encounter should also be considered when planning the appropriate intervention technique.  Different people have different sensitivities, needs, and goals.  Your ability to influence the HT’s behavior and ultimately the incident’s outcome is significantly dependent upon the ability to address the personality type.

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How You Can Handle The #1 Most Common Lie in Negotiations

"Maybe" I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.

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The #1 Negotiating Rule For Getting The Most Out Of The Holidays

    This rule will make this an even better holiday season for you and everyone your words touch.  

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Why Your Logic Isn't Important In Negotiation

We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example.

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3 Ways To Make “No” Work For You

Is “Yes” really always “yes”? “No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “Yes” makes them worry about what they’ve committed themselves to. Nearly every “Yes” at best is a conditional “yes” and often is a counterfeit “yes”.

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What Are We Seeing? - Part 2

Which elements need to be assessed as the event unfolds? It starts with determining which type of event we are asked to manage. The degree to which the person on the other side has prepared for the event speaks volumes about his intent and determination and gives a pretty good indication of the challenges we will face as we move toward resolution.

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