Category Archives: Negotiations

April 2nd, 2014

What You Can Learn From the Rolling Stones about Win-Win Negotiations

win-win negotiations

What You Can Learn From the Rolling Stones about Win-Win Negotiations

Mick Jagger got it right when he wrote “You can’t always get what you want.” You can’t always get what you want. But if you try sometimes you just might find you get what you need.

Win-win negotiations are where both parties to the negotiation walk away satisfied. They have each gotten something they can live with. They can go back to their bosses, their boards of directors, their stockholders, their union membership, their government, their constituents, and all other stakeholders and report “we were successful.” Win-win negotiations leave each side with a good taste in their mouths and with good opinions of the process and the result. Each side will want to deal with the other party in the future.

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March 26th, 2014

A Quick Guide for Structuring Win-Win Negotiations

A Quick Guide for Structuring Win-Win Negotiations

Consultative negotiations, seeking win-win outcomes, following a certain structure — not a precise ritual or Kabuki theater-style performance, but a series of phases that usually occur in a certain order. Below is a quick guide to help you structure this process by understanding what to do at each phase of the win-win negotiations.

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December 18th, 2013

Consultative Negotiations: What Roles can a Senior Play in Negotiations?

consultative-negotiations

In today’s video blog, David DiStefano, President and CEO of Richardson, shares some of his best executive practices for participating in and improving the environment of negotiations.

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July 22nd, 2013

14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field

Adversarial-negotiators

14 Tactics of Adversarial Negotiators and Countermeasures to Level the Playing Field

Adversarial negotiators deal through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for, and once you recognize the tactics they quickly lose power.

Below is a list 14 common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.

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