No matter what industry you are in or what position you hold, your ability to negotiate will bear a significant impact on your career. Whether you are negotiating a pay raise or working to land that big account, learning how to negotiate effectively is crucial to your success. As you are probably well aware, negotiating […]

Most people enter into a negotiation with the realization that concessions are necessary. Every negotiation involves a little bit of give and take, as this amicable exchange of value encourages long-term partnerships. Although they are expected in negotiations, great negotiators understand that concessions should be used sparingly and with purpose. Concede too much or too […]

A successful negotiation is all about the process of give and take between two parties. Although each party has their own goals, they both seek to find common ground that leads to a winning solution for everyone. While this sounds great in theory, the reality is that there are times when both parties leave the […]

Skilled negotiators understand that making concessions is part of reaching a successful deal. Contrary to popular belief, counteroffers and concessions are not a sign of weakness, but rather a useful tactic for achieving the desired outcome. Negotiation is a dynamic process, and skilled negotiators plan for counteroffers in advance. There will likely be trade-offs on […]

If you are preparing to enter into an important negotiation where the stakes are high it could leave you feeling nervous and uneasy. If you negotiate too hard, the deal will crumble. If you are too timid, you could end up leaving money on the table. While it’s certainly important to spend lots of time […]

Whether you are negotiating a higher salary, an agreement on a business deal, or bargaining over the price of a car, someone has to make the first offer. Should you be the first to speak up or should you wait and see what the other person has to offer? This decision is critical and can […]

Every negotiation involves a little bit of give and take, but there are effective strategies to help you get the most out of the discussion. One of these strategies involves knowing your priorities. Many people struggle to reach their desired outcome because they don’t have a clear idea of what their priorities are. Without clear […]

The thought of sharing information with your counterpart during negotiations can seem a little risky-share too much and you might appear desperate to make a deal. You also risk giving away pertinent information that your counterpart could use against you. Many negotiators are fearful of sharing information because they worry it will hurt them in […]

A negotiation is much like a couple that has decided to build their dream home. They both agree that they want the house, but they each have their own ideas and visions of how the home should be designed. In order to reach an agreement, they are going to have to listen to each other’s […]

Handling negotiations with clients and customers is no easy task, but active listening is a negotiator’s secret weapon. In order to be a successful negotiator, one must master the art of listening. When most of us think about negotiating, we often think of negotiators as persuasive talkers. However, the best negotiators are those that take […]