Five Fundamental Skills for Effective Negotiation: Communication
Well, over the last four weeks, we’ve been building up to this moment, the fifth fundamental skill. And, like the others, it’s a no-brainer: Communication. You MUST be able to effectively communicate with both your team and your opponent. Sounds easy, of course – they all do. What’s so special about communication? Remember that communication [...]
Five Fundamental Skills for Effective Negotiation: Perception of Power
You’ve done your research (Information Gathering), plotted your moves (Strategic Thinking), recognized your constraints (Time Management) and you’re ready to negotiate. Unfortunately, the other side really doesn’t need to talk to you. And guess what? They don’t have to – you’re the buyer today and the vendor is Microsoft. Ugh. OK. So what do you [...]
Five Fundamental Skills for Effective Negotiation: Time Management
Any negotiation starts before you actually sit down with the other side. The Information Gathering and Strategic Thinking skills are obviously necessary prior to talking with your opponent. The third skill, Time Management, is an extension of this concept. You need to understand this key constraint and plan for the effects it will have on [...]
Five Fundamental Skills for Effective Negotiation: Strategic Thinking
After completing Information Gathering, the next logical step is deciding how to use the information that you’ve compiled. This is called strategy – and it’s a skill that some folks just do not have. Some believe that this is just a matter of learning how to play chess. To a degree, this is correct. The [...]
Five Fundamental Skills for Effective Negotiation: Information Gathering
As promised from last week, this is the first of five fundamental skills for effective negotiation. These skills aren’t rocket science, nor are they really much more than common sense. But they are oft forgotten when someone starts (or finds themselves in the middle of) a negotiation. These skills are presented in the order in [...]
Five Fundamental Skills for Effective Negotiation
About a year ago, I was honored to participate in research that revealed the five fundamental skills for effective negotiation. These five skills, none of which are really negotiation skills, but rather foundational building blocks upon which negotiation abilities are built, are not rocket science. In fact, the five fundamentals are really no-brainers – concepts [...]
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