How To Find Your Negotiation Style
Every skilled negotiator goes about their craft with a particular style. This is not to infer that they are putting on a persona or facade, but rather that they have learned to integrate their learned negotiation skills and their unique personality and way of looking at the world. You should do the same. Though you can learn from other, more seasoned negotiators, never imitate them line by line or tactic... Read more
How NOT To Use Anchoring In Negotiation. Lessons Learned From President Trump
The negotiations going on between the United States and China here at the outset of 2020 serve as a brilliant example of the power of anchoring in negotiations. President Donald Trump, while a polarizing personality, is incredibly good at using anchors to advance his positions and goals. His tactics are fascinating to watch and to learn from. First, let’s make sure we all know what we’re talking about when referring... Read more
Negotiating with the Dark Side – Procurement’s Problem
When you are in procurement, you’re not just an enemy—you are the enemy to almost everyone involved (or least that’s how it feels). That’s why I like to call it negotiating with the dark side. Because more times than not, you’re viewed as counterproductive and a middleman to with whom most just want to check the box. Yes, we talked to procurement, now let’s get the project started! Why? It’s... Read more
Why Post-Negotiation Assessment Is Vital For Future Success
No matter the outcome of the negotiations you’re involved in - positive or negative - a vital practice you need to develop is to conduct a post-negotiation assessment. This debrief should include everyone on your negotiations team. Walking through the events of the negotiation together can give you perspective, enable you to notice the nuances of what made things turn out the way they did, and provide an understanding of... Read more
Effective Listening = Negotiation Success
We all believe that we know how to listen, but it’s not true. The truth is that what we call “listening” is only hearing. Hearing is done easily because it’s an automatic function of the ears and the brain, but listening means that we process what others say in a way that enables understanding and empathy. And it doesn't happen instantly just by hearing the words the person says. ... Read more
Negotiation Lessons From The Field
The Waco Branch Davidian siege is one of the most well-known hostage negotiations of all time. Former FBI hostage and crisis negotiator, Gary Noesner, was on the negotiation team at Waco during the siege. He remembers it as one of the worst negotiation situations he has ever been in, the failure of which he doesn’t attribute solely to David Koresh. “A chain is only as strong as its weakest link.... Read more
Negotiate Like An Entrepreneur
For entrepreneurs, the idea of negotiation in business is often absent, or at least put on the back burner for things like hiring staff, finding office space, or hunting down suppliers. In all those things, however, there is negotiation. On a recent episode of Negotiations Ninja podcast, I spoke with professional entrepreneur, business coach, and first-time author (Tiger by the Tail), Marty Park. Marty has started thirteen companies in six different industries... Read more
Three Powerful Ways to Make Our Negotiations More “Face Friendly”
By Mike Macchiarelli According to Social Psychologists, the concept of helping others saving face impacts just about every negotiation and bargaining encounter. Below are three effective ways to make our negotiations more “face friendly.” Be Proactive About Face Face is our perception of how we are viewed by others. Since everyone wants to be seen in a positive light, one of the most powerful ways to make our negotiations... Read more
Small and Medium Business Negotiation
In the procurement profession, in the capitalist community where we conduct business every day, the general idea is to be continuously profitable. This mindset often leads to cut-throat deals, harsh contracts, and, potentially, taking advantage of others in business or our customers, which is the public’s view of corporate America. Is this, however, the belief of many working in procurement negotiation? On a recent episode of Negotiations Ninja podcast, I spoke with... Read more
Priceless Negotiation Wisdom
Often, people think of approaching personal negotiations differently than professional negotiations. Personal negotiations involve emotions based on essential relationships in our lives, which can make it hard to look at them through a professional lens. But in applying our professional negotiation practices to our personal lives, you might be surprised at what outcomes you achieve. On a recent episode of Negotiations Ninja podcast, I spoke with Marty Latz – author,... Read more