Category Archives: Negotiation Tips
Practice does not make perfect
The issue with practice There is a misunderstanding based on research conducted into effectiveness that you need 10,000 hours of practice, feedback and coaching to become really outstandingly good at something. This was popularised by … Continue reading
Flinching
How to flinch well and why it is so important Continue reading
Negotiating with liars
Many professionals fear negotiating with liars more than any other type of negotiation. Ultimately this is because they don’t want to have to admit to themselves (and others) that they were so credulous or naïve … Continue reading
The power of HOW
How to use How to deal with outrageous demands Continue reading
Closing and being closed on
Many inexperienced negotiators spend a lot of time and energy worrying about “closing the deal” at the expense of good preparation and application of good negotiation practices. These are covered in-depth in High Impact Fee … Continue reading
Posted in Advanced negotiation techniques, High Impact Fee Negotiation and Management for Professionals, Negotiation Fundamentals, Negotiation Tips
Tagged closing, Fee negotiation, improving outcomes, impulse decision, Manipulation, Negotiation challenge, Outcome vs. Process, preparation, salami slicing, Value claiming
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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
Influencing tactics – how important are they?
I am often asked about influencing skills and tactics to secure a positive outcome for a negotiation. I can understand the reasons for these enquiries. After all there are countless books and training programs on … Continue reading
