When it comes to mastering the art of negotiation, two books often come into the spotlight: “Never Split the Difference” by Chris Voss and “Negotiation Made Simple” by John Lowry. “Never Split the Difference” takes a unique approach, emphasizing psychological insights and tactics used in high-stakes scenarios like hostage negotiations. Voss, a former FBI negotiator,…
Negotiating car prices can feel overwhelming, but it doesn’t have to be. Knowing how to research car values and approach dealers with confidence will empower you to secure a better deal. With the right information and strategies, you can navigate the car-buying process with ease. Understanding market trends and knowing what a fair price is…
In today’s rapidly evolving technological landscape, Artificial Intelligence (AI) is poised to revolutionize the field of negotiation. This blog post delves into how AI is impacting negotiation, providing insights into its potential as both a tool and a thought partner. Understanding AI’s Role in Negotiation Negotiation involves two primary components: the substantive and the process….
Negotiation has notoriously and historically been referred to as a dance, specifically a tango. The Argentine dance based on a constant back and forth between two partners is a visual interpretation of negotiation. In a best-case scenario, talented parties on both sides can jump right into the complicated dance, trading steps, pivoting direction, until the…
The 4 Types of Conflict in the Workplace and Why You Need to Know Them Picture this: Everyone on your team is getting along and happy. Productivity and creativity are through the roof. And disagreements never happen. Does that sound like a fantasy? It probably does. And there is good reason for it. If you…
Conflict at work? Talk it up. Let’s face it. A workplace can be a breeding ground for conflict. Companies are made up of people who all have different backgrounds, personalities, styles, goals, attitudes and values. And when we all come together, disagreements and misunderstandings can definitely arise. And that’s not always a bad thing….
A successful negotiation is an agreement that will last. In order to be supportive of an agreement, both sides must be satisfied in three significant ways: psychologically, procedurally and substantively. The Satisfaction Triangle1 touches on this but what happens when you think everything is working, but isn’t? If we’re all going into a negotiation rooting…
Much of the tension in a negotiation is the struggle between the desire to compete and the desire to cooperate. It wouldn’t make for good negotiation if there wasn’t some competitive aspect, but it can be problematic if one side has a winner-take-all approach. A successful negotiator isn’t deterred by competitive bargaining, they know the…
In order to negotiate an effective agreement, it’s important to understand the elements of negotiation. The what (issues), why (positions), and how (interests), are three elements present in every negotiation. Together, they provide a basic outline from which your strategy will evolve. What are we negotiating, why are we opposed and how can we meet…
Competitive Negotiator A competitive negotiator looks at a negotiation as a win-lose scenario and views themselves as the one who comes out on top—no matter what. We refer to this kind of negotiation as hard bargaining or a zero sum negotiation1, and if you’re thinking you don’t really want to go up against a competitive…