Negotiation Guideposted by Anna Mar, June 01, 2013
If you can't spot the sucker in the first half hour at the table, then you ARE the sucker.Like poker, negotiation can make a sucker of you. However, negotiation strategy makes poker look like child's play.
~ Mike McDermott (Matt Damon), Rounders
Business negotiation is on par with chess and international diplomacy in terms of complexity of strategy and tactics.
The good news is that, like chess, few people are masters of negotiation. If you master just one or two basic negotiation strategies and skills you'll be above average. If you master every skill and strategy listed below you'll be amongst the best.
The following negotiation guide is intended as a reference to help you improve your negotiating skills. It may be helpful for salary, sales and contract negotiations.
103 negotiation skills.
|Strategy, Techniques & Tactics||Adversarial Negotiation
18 strategies for win-lose and lose-lose negotiations.
Influence to Negotiate
34 strategies for win-win negotiations.
Diplomacy for Negotiations
15 diplomatic strategies for negotiations.
Always know your alternatives before negotiations begin.
|Sales Strategies||Door in the Face
The power of outlandish first offers.
Foot in the Door
Establish relationships and then sell, sell, sell.
When to ask for more.
How To Negotiate With a Bogeyman
A counterstrategy for a bogey.
An irresistible offer ... with a catch.
Fear, Uncertainty and Doubt
How to recognize and deal with attempts to trigger your fear instincts.
20 fearless closing strategies.
A classic problem of game theory ... and film.
How to solve the prisoner's dilemma.
|Types||Types of Negotiations
All negotiations aren't created equally — the 7 types of negotiations.
A look at strategies for salary.
Negotiation Skills |
The fine art of negotiation.
Business Training |
Business, management & leadership training.
Lists of skills by profession.|
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Diplomatic techniques and strategy that can be applied to everyday business negotiations.|
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