You might be an ethical, well-intended negotiator who’s always aiming for win-win outcomes. But let’s not be naïve: not every person you encounter will have the same mindset. Sometimes, perhaps more often than you’d like, you’ll come up against underhanded negotiation tactics designed to knock you off balance and pressure you to accept less-than-perfect deals. […]
Power in negotiation depends on perceptions. If you perceive your counterpart as powerful, they’ll often be able to exert more influence over you. But what if that ‘power’ isn’t real? What if it’s deliberately fabricated to intimidate you into conceding to their demands? The best negotiators can effectively manage these intimation tactics. But, to do […]
When it comes to effective negotiations, the clock can be a game-changer. Not only can certain times of day impact your outcome, the duration of a negotiation is a key factor too. Especially when it’s used as a dirty negotiation trick… While negotiations often take place within a limited space of time, in some instances […]