Category Archives: Preparation
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
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
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
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
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
