Category Archives: Negotiations

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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