Many people think they can already negotiate. Maybe you have gotten over on a car salesman. Maybe you or someone you work with consistently makes seemingly good deals because you know you have all the leverage. Better yet you pride yourself on collecting yes’s and you’re rights, but for some reason you keep having to go over the same thing with the same people.
“Is it better to be liked or respected at work?” This was the question posed in an article aimed at women I came across last November. This is tantamount to asking the same question for negotiation.
I was rehearsing an anticipated negotiation in my head. This interaction would be with someone I’ve let get under my skin. This bothers me in a double way because I’m not supposed to let this happen to me, right? I teach this stuff.
If you have a competitive side you understand what it means to work at constantly improving. The best business people are always striving to be better and good training is essential. Here are 3 ideas to embrace as you train to be the best negotiator.
The most common lie in a negotiation? “Yes”. As in “Yes, we’ll do it” or “Yes, that’s true” or “Yes, I’m interested”.
Matt Jacobson, Facebook’s head of market development, recently gave a piece of advice for relationship success that likewise is fundamental to the Black Swan approach to negotiation.
People always want to increase their odds of success. It's simply human nature to want to do everything you can to avoid failure. Here are 3 guaranteed ways to increase your chances of success in communication.
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away. [Click to Tweet] Here’s how to flip the control dynamic on it’s head and enjoy the process.
One of the most common questions I get asked is “How do I know I’ve gotten everything that I could have gotten?” That’s a great question and one that nags at all of us. It’s basically a 3-step process and requires very little, but it’s more than just asking. Patience is a strategic device. Create the environment. Produce empathy. Provoke the response with the killer label.
Sun Tzu's The Art of War presents two principles that I teach my students and clients to use in salary negotiations. “Attack where he is unprepared.” “Subdue the enemy without fighting”. One of the my MBA students used this strategy to get her job and take an incredible step forward with her new employer – leapfrogging all of the others hired at the same time as her. She effectively got an...