Category Archives: Advanced negotiation techniques
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
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
Negotiating with emotions
When Fisher and Uri published “Getting to Yes” in 1981 two of the key principles of “Principled Negotiations” they defined was to separate the people from the issues and to establish objective criteria on which … Continue reading
