Using the tools and methods seen so far puts me in a good position to achieve Win-Win outcomes. But what do I do when confronted with a negotiator who doesn’t want to play fair? Who has no interest in Win-Win? Surely, if I always seek a balanced outcome, then I will...
In searching for a balanced, Win–Win solution to a negotiation challenge, I must take into account certain Constraints, both external and self-imposed, on the parameters involved. External constraints often come from my own organisation, such as limits on my...
The ability to recognise psychological ploys (which become manipulation techniques when used negatively) is extremely valuable in negotiation. Kahneman explains that the brain works as though we have two systems. ‘System 1’ generates impressions, feelings and...
There are many guidelines and tricks that can help in negotiation … but only two Golden Rules as far as Buseinss-to-Business situations are concerned. The first is, aim for a Win-Win outcome. This means that each party to the negotiation (and there may be more than...
As for many encounter preparation activities, negotation should start with My objectives and Audience. ‘My objectives’ must include negotiation targets, of course. Then Discovery targets are of prime importance– this follows from the Golden Rules, that I presented a...
