Tag Archives: Anchors
Anchoring effectively – research update
Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading
Precedents – a powerful negotiation tool
Readers of this blog will remember my blog of 14th June where I wrote about the power of standards during negotiations. An article in the current issue of Negotiation Journal (Vol 32 No 2) describes … Continue reading
Use your vacation to improve your negotiation skills
As I am on vacation this month here is a short thought: Why not try to use your time on vacation to practice “negotiation”? Unless you are in a vacation spot that you regularly return … Continue reading
Posted in Negotiation Fundamentals
Tagged Anchors, flinch, learning from others, Negotiation challenge, practice, preparation
Leave a comment
Brexit negotiations – what to look out for
Whatever one’s views are about the Brexit referendum and its outcome, it will be fascinating to watch the progress of the negotiations and the actions of the negotiators. What is happening It looks as if … Continue reading
Use of standards
Standards are a great way to influence a negotiation and, if applicable or appropriate, a technique much beloved by experienced negotiators. Using standards can be so effective that often the party being influenced does not … Continue reading
Sometimes you can get lucky…….
We all like to get lucky. There are times when, through good luck or good positioning your counterparty will offer terms that are substantially better than what you had expected to achieve. This may happen … Continue reading
Going first or second
Going first or second is one of the major challenges during a negotiation. This is an extract from Chapter 9 of High Impact Fee Negotiations and Management for professionals dealing with this issue. At some … Continue reading
