Journal

Are You Hearing What I Am Hearing?
Listening is essential in negotiating yet so many of us are really bad listeners. Active listening tools like restating and paraphrasing are very useful in showing the other party that you are listening. But are you hearing them? What keeps you from being a good listener? What keeps you from...
more
How Relationships Impact a Negotiation
Most negotiation studies are focused on the interaction of two parties who don’t know each other, do not have an expectation that they will deal with each other in the future again, and are engaged in a transaction over price and quantity. Yet, most business negotiations, as well as legal,...
more
Rather than coercing them, persuade them.
No one likes to be coerced. Threats are easy to make and they may seem, at the time, expeditious. Most people use coercive tactics because they cannot think of any other approach. But what you need to realize is that for every coercive tactic that you might employ there is...
more
When Should You Share? How Much Should You Share?
Walking the fine line between sharing enough information so as to create value while protecting information that could be used to claim value against you. The trick is to strike the right balance. Here are a couple of ideas as to how. If you are ever going to get beyond...
more
Persuasion — When You Don’t Want a Hammer
To persuade your counterpart you need to speak to their mind but also their heart. Your goal is to win both. Negotiation is more persuasion than dominance. Here are some tips for improving your persuasive techniques during a negotiation. 1.   You need to address your counterpart’s logic as well...
more
The Risks of “Take it or Leave it”
Sometimes you appear to have all of the bargaining power. This situation can make it very tempting to issue a take-it-or-leave-it demand on the other side. If you have all of the power and can get the other side to realize that you do, then wouldn’t it be logical that...
more
Dealing with Tough Bargainers
You are about to negotiate with a “Shark.” This counter-part has a reputation that precedes her! You want to collaborate. Look, you even think of her as a counter-part and not an opponent. Still, what will you do if she continues to be a shark? She is into zero-sum bargaining....
more
Sometimes Negotiating is a Bad Idea
Maybe deciding to negotiate is sometimes a bad idea! Worse than a bad idea, it may be a serious mistake. Consider the following possibilities. 1.   What if the issues at stake are inconsequential? Sometimes the time spent planning to negotiate plus the time actually spent negotiating is a real...
more
Planning: Boring! Right? Wrong!!!
I hear over and over: “Terry, I don’t have the time to waste building a plan.” I can only shake my head in disbelief. Look, it is a fact whether you like it or not…planning is a critically important activity in negotiation. A good plan is a roadmap for where...
more
Interest-Based Bargaining
Here are some tips on how you can use interest-based bargaining  effectively and with confidence: 1.   Plan. Think very carefully about your your interests and the interests of your counterpart. Brainstorm to see if you can come up with some options that would satisfy both sides at the negotiation...
more