3 Dimensions in Negotiation
When you look beyond the win-win and win-lose mentality of negotiation, it becomes clear there are multiple dimensions that make up the skillset. In order to be successful in the practice of negotiation, it is necessary to understand what goes on beneath the surface. David Lax, co-author of 3-D Negotiation explains that it is very common for people to spend all of their time and energy focusing on surface-level negotiation... Read more
International Trade Negotiations
When approaching the topic of negotiation, it can be challenging to understand how it is practically applied to international trade. Not only do negotiation and politics coincide, negotiation lays the framework for much of what goes on behind the scenes of international trade deals. Hampton Dowling, Managing Partner of The HCB Group, explains how negotiation is present within all political activity. “Negotiation is at the center of any and all... Read more
Negotiating as an Entrepreneur
As an entrepreneur, you may be asking yourself the question, “Why should I develop my negotiation skill set?” This is a fair question, especially with the constant focus on scale and growth the entrepreneurial mindset demands. Although, as Samuel Dinnar explains in this episode of Negotiations Ninja, the ability to negotiate is an essential tool in an entrepreneur's toolbox. In fact, negotiation is present in all aspects of entrepreneurship. To... Read more
The Psychology of Confidence in Negotiation
Many people are afraid of negotiating because they have this perception that they don’t have the ability required to negotiate. They believe negotiation is a skill set people are simply born with. However, the reality is that negotiation is a skill you can learn and develop as a framework and a lifestyle. Mark Davis, a confidence psychology negotiation coach, explains that one of the biggest obstacles we need to overcome... Read more
STALLING FOR TIME IN NEGOTIATIONS
Stalling for Time is the riveting memoir of Gary Noesner, the first chief of the FBI Crisis Negotiation Unit. Hostage negotiation was a budding discipline when Noesner was starting his career with the FBI in 1972 and was something he was interested in learning and wanted to “become good at.” For Noesner, negotiation became a skill to be honed and developed over his 30-year career and he worked to learn from... Read more
We’re Forgetting How to Talk to Each Other
When’s the last time you had a really great conversation with a customer or a supplier and learned something about them. You may have answered, “Never.” But if you have had a great conversation with a customer or supplier, what did you speak about? What did you learn about who they are? What did you learn about what they believe? What did you learn about what drives them? What did... Read more
Check the Ego at the Door
Do yourself a favor, check your ego at the door before you walk into your next negotiation. Two weeks ago I delivered a negotiation program to a group in my local area. In every program I deliver, we apply the knowledge through focused and tailored role plays. The group that I was with were no strangers to negotiation. Many of them had been in roles that require negotiation for 20... Read more
Know When to Hold ‘Em
"You've got to know when to hold 'em Know when to fold 'em Know when to walk away And know when to run" The chorus to Kenny Rogers' song, "The Gambler" always gets me thinking of negotiation and poker. Both disciplines are so intricately linked and both have so much in common. The opening line of the chorus, "You've got to know when to hold 'em" may be one of... Read more
The Danger of the Escalation of Commitment
"We have to move forward with this decision,.....we've already spent the money!" The escalation of commitment (or the related sunk-cost fallacy) is when we behave completely irrationally and continue to pursue something that delivers increasingly negative outcomes (monetarily, psychologically, emotionally, etc.) instead of altering course. "Yeah, Mark, this doesn't happen to me. I'm totally rational and if I can see that it's producing negative results, I change my course of... Read more
The Danger of Confirmation Bias
"I knew I was right! That explains everything exactly as I has suspected!" Confirmation bias is the inclination to look for and remember selective information that confirms or supports our preexisting beliefs or ideas. Yes, this is a real thing. And yes, you do it. Sometimes we want so badly for something to be a certain way that we allow our emotions to cloud our judgement about that issue and... Read more