Category: Negotiation Tactics

What are Objective Standards?

March 2, 2018

Understanding and utilizing objective standards helps us to define what is fair and can result in more equitable, agreeable solutions.

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Books to Build on Getting to Yes & Improve Your Negotiation Skills

January 18, 2018

So you've read Getting to Yes. What's next?

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How to Prepare for a Difficult Conversation

December 18, 2017

With proper preparation, we can make difficult conversations less difficult and more constructive.

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Negotiation Skills: Utilizing the Power of Silence

December 7, 2017

With all the focus on how to shape a negotiation with what you say, it can be easy to overlook one of the most powerful tools a negotiator can utilize: silence.

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Communication 2.0: Communicating Effectively with Technology

October 17, 2017

With AOL Instant Messenger announcing that it is shutting down after twenty years, it seems that our options for communicating through technology evolve and grow every day. And it's for the better, right? With just the click of a button - or a tap on a smartphone screen, we have the world at our fingertips. Just a short time ago our primitive ancestors communicated via fax, courier and (gasp!) snail mail. Now, communication has become so much more efficient. Or has it?

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How Seeking a No Can Make You Better at Getting to Yes

October 12, 2017

When was the last time someone said "no" to you? How did it feel? Likely, not great. When we ask for something, our goal is typically to get a "yes." That's why many participants in MWI's Negotiation Skills Workshop are a bit confused when we give them some homework: get three people to say "no" to you over the course of one day.

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How to Persuade People to Negotiate

September 21, 2017

One of the keys to success in negotiation is preparation, and the process of arriving at the negotiation table is part of that preparation.

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Team Building & Communication: How to Improve Productivity

September 19, 2017

What makes a team effective? What low-cost, high-impact team building methodologies can we use to improve productivity? Companies and organizations worldwide grapple with these questions as they try to get the most from their workforce, but the answers are often nebulous. An entire industry of team building workshops and seminars thrives with the promise of creating more productive employees, but how can an organization really know if these services provide the solution?

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The Self-Fulfilling Prophecy: Empowering Your Counterparts to Collaborate

September 1, 2017

Businessdictionary.com defines the Self-Fulfilling Prophecy as “[E]xpectations about circumstances, events, or people that affect a person’s behavior [such that] he or she (unknowingly) creates situations [that fulfill] those expectations.” In other words, your predictions about a situation (and therefore how you act in that situation) will cause those predictions to come true. But what does this have to do with you as a negotiator? More than you think.

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Negotiating Over Email: Challenges and Tactics

August 17, 2017

When we find ourselves negotiating via email - whether that is an employment negotiation or a contract discussion with a subcontractor - we face seven major challenges, identified by Noam Ebner in his article "Negotiating via Email." The following tactics help negotiators mitigate those challenges and find opportunities for success when negotiating over email.

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