Author Archives: Ori Wiener
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
The power of HOW
How to use How to deal with outrageous demands Continue reading
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
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
Leave a comment
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
Separating people from issues – is this desirable?
One of the standard maxims for good negotiations is to avoid getting personal. As always – looking for a simple answer to a complex questions is likely to cause more harm than good. Separating the … Continue reading
