Category Archives: Adversarial Negotiators

April 21st, 2014

How to Spot an Adversarial Negotiator

How to Spot an Adversarial Negotiator

Asymmetric warfare is what military and defense experts call it when an adversary seeks to attack where you are weakest. An enemy weaker than you will often use this method as part of the idea of choosing the battlefield. In military affairs, this is a smart idea. The military’s goal is to defeat resistance. The win-win, the mutual accommodations, of effective negotiations only then can come.

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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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