Tag Archives: commercial negotiation

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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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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Even Phil Ivey has a Tell

Why do people get caught lying? The average person lies 3x in a 10 minute conversation. That’s 1,616,220 lies in a lifetime.  True many of those lies are your garden variety little white lies, harmless exaggerations, omissions, etc. So why … Continue reading

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Negotiating in China

In Kissinger’s book, Ending the Vietnam War : A History of America’s Involvement in and Extrication from the Vietnam War, he recounts the following observation. The American delegation made arrangements to occupy 3 floors in a prominent hotel in Paris. … Continue reading

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People Lie When they Negotiate

A brief interruption in the “10 Tips” series to pose a question to everybody whose is reading this.  People feel compelled to lie during a negotiation.  There are many forms of lying including omissions, concealing vital facts, exaggerations, innocent little white … Continue reading

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Characteristics and Behaviors of High Dependency Negotiations

High Dependency negotiations are nothing more than a Collaborative Negotiation where the parties are mutually dependent upon each other.  The consequences of deadlock are often substantial.  Typical situations falling into this category are joint ventures, partnerships, union negotiations, strategic alliances, … Continue reading

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The Wheel of Negotiation

The Wheel of Negotiation is a visual representation demonstrating the relationship of the different negotiating styles across many different characteristics.    The right-hand side of the Wheel captures the distributive negotiations while the left-hand side illustrates the  integrative or collaborative … Continue reading

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Characteristics and Behaviors of Concession Trading

EXTERNAL CHARACTERISTICS: The balance of power is much more equal during Concession Trading.  The complexity of the deal shifts the focus away from just price.  These types of deals require ongoing support through execution and delivery phases, thus creating transactional … Continue reading

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Common Negotiating Tactics

    Here is a list of 25 common tactics I’ve encountered and even used over my career.  I absolutely love to hear stories about tactics, so if you have a good story about a tactic that was used on … Continue reading

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Style is Everything when it comes to Negotiation

The single most influential determinant in any type of negotiation is YOU!  Your behavior (and that of the other party) determines the style of negotiation.  The law of reciprocity dictates as you become aggressive the other party is more likely … Continue reading

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