Tag Archives: negotiation tactics

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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Darvin Moon Trips Up Phil Ivey Part 2

Darvin Moon finished 2nd in the 2009 World Series of Poker, winning $5.18 million.  Although Darvin is an amateur, many times he demonstrated an uncanny ability to make the right call at the right time.  Sometimes he was just plain … 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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Case Study: The Music Business – part 2

In a nutshell this is the advice I gave my client in response to yesterday’s post. Start by examining what you know about the circumstance.

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Case Study: The Music Business

Today I thought it would be interesting to take and dissect a real negotiation to see some of the concepts in action.  So here is the setup, I’ve obscured some of the facts to protect the guilty: Parties Involved: 1. … 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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How to Negotiate Your Salary

Salary negotiations are a bit of an enigma.  They have all of the elements of a Hard Bargaining situation: Limited variables Price is the main focal point (Salary) There are usually multiple applicants vying for the same position Yet a salary … 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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Price is Always Distributive!

You can’t have a collaboration over price.  Price is always win-lose.  What you gain the other party loses (or pays) and vice versa.  There is no way to grow the proverbial pie when it comes to price.  Unfortunately as luck … 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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