Category Archives: Negotiation Basics

Essential elements of negotiation

Buying a New Car

Ahhh… buying a new car. I’ve attached a video I recorded some 6 years ago on this very subject. Nothing has changed, except I no longer maintain andrewboughton.com which I reference several times in the video. You are holding an … Continue reading

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Another Pristine Example of a Verbal Slip

In this video the buyer and seller are negotiating over a restored antique sign.  Captured on TV, this example is your typical Hard Bargaining negotiation.  It’s a one off transaction that is all about price.  There is no trust or any … Continue reading

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When “No” means “Yes”

Convicted for killing his parents by bludgeoning them with a baseball bat, Ernie Sherrer’s denial of the crime when questioned presents a prime example of an emblematic slip as his head shakes “Yes” when asked if he did it.  It’s … Continue reading

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Excellent Examples of the Science of Negotiation

This video has some fantastic examples of deception detection techniques including verbal slips, manipulators, and emblematic slips.  I love reality TV, for continually pumping out more and more shows with pristine examples of people negotiating under real circumstance.  I’ve witnessed … Continue reading

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I Can’t Get No……Satisfaction

Alexander Hamilton lost his life on July 11th, 1804 so that Aaron Burr could get some satisfaction.  The famous duel in Weehawken, NJ occurred because of disparaging remarks made by Hamilton at a dinner party.  I hope images of one … Continue reading

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Questions Put You in Charge

One of the most important elements of a robust negotiation strategy is your question strategy.  Questions put you in charge during a negotiation.  Questions accomplish the following: Establish baseline responses Allow you to direct the issues discussed Apply pressure to … Continue reading

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How to Influence Power in Any Situation

Power is a fundamental aspect of every negotiation.  Power determines options.  If you have it, you have more options.  So how can you change the balance of power? Power is made of of two essential ingredients Time – if you … Continue reading

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Anything You Say, Can and Will Be Used Against You

No I’m not arresting you, yet I will absolutely punish you if you forget this rule.  In negotiation everything you say delivers information to the other party.  The more you say, the more information you provide.  Make no mistake, INFORMATION … Continue reading

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Viacom’s attempt to Position vs. Music Industry

February 12th Philippe Dauman, Viacmon’s president and CEO, issued the following statment: As we go forward, we are continuing to focus more on software than hardware, looking to reduce the cost structure associated with Rock Band, being selective in the … Continue reading

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Brett Favre – It’s Retirement for Now

Read Brett’s statement carefully, he is talking in the past tense when referring to playing with the Vikings. What do you think? As a fan, hopefully he will change his mind as we get closer to the 2010 kickoff. “It … Continue reading

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Funny Quotes that have Nothing to do with Negotiation

While this has nothing to do with negotiation, it was too funny to pass up.  So, reprinted here from the unknown author I give you……. WHY ATHLETES CAN’T HAVE REGULAR JOBS…

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Movement

Movement is a crucial element in every negotiation.  Your reactions will undermine your position every time. http://www.youtube.com/watch?v=bYZii5Es8ic

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