Category Archive for: ‘Negotiation Examples’

negotiations examplesImprove your skills with insights from this collection of short articles with real-world negotiation examples. Below you will find examples of various negotiation topics, including preparation, concessions, leverage, value, tactics, intimidation and more.

And for a much more thorough discussion of negotiation tactics, download our complimentary whitepaper “Negotiation Games: Spotting and Neutralizing Five Tactics that can Damage Deals”.

Negotiation Examples: Managing Internal Conflict

Not all books on negotiation skills cover how to handle internal dissension or conflict during important negotiations. There’s a reason we included it as the third of K&R’s Six Principles™ of Negotiation: A team divided is a costly team. Here is an example of how one of our seasoned negotiation consultants, “Hank,” handled a very difficult situation with a member …

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International Negotiation: The Facts and The Culture

We once assisted a Japanese client company (we can call them “Friendly”) in negotiating a strategic alliance with an American company (whom we will call “Abrasive”) that had a reputation for being challenging. Prior to our meeting, we contacted a colleague who had done business with Abrasive. Our friend warned us that the lead negotiator would be very confrontational. Understanding …

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Negotiation Examples: The Value of Persistence

I often ask people, “Who are the best negotiators in the world?” The most common answer is, “Children.” Yet, children have never been trained in negotiations (certainly not by us). What makes them such naturally effective negotiators? There are a number of answers to that question. For example, children use tactics of emotional blackmail (screaming in a public place) or …

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Negotiation Examples: Knowing How the Other Team Approves a Deal

Knowing how people are measured for bonuses, rankings, commissions or promotions helps you determine the personal motivations that can be just as important as company position when it comes to closing the deal. Simply making someone’s job easier can be a major motivation. Here’s a software negotiation story from the K&R files: It was the middle of the fourth quarter …

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Negotiation Examples: Preparation is Key

Often, successful sales negotiations rest on preparation. How do you go from hard work to successful outcomes? What’s the actual process? It’s preparation. Preparation means always gathering information to gain an understanding of the motivations and objectives of the other side as well as our own. Without this understanding, we’re merely guessing at the terms (the requirements) that might satisfy …

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Negotiation Examples: Building a Value Case

All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the seller to understand the value of doing business with you because, for example, you are a flagship account and a reliable customer who pays on time. As a seller, if you don’t build a value …

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Six Principles Every International Negotiator Must Know: Concessions Easily Given Appear of Little Value

This is the seventh post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World It’s a worldwide phenomenon: You’re on vacation in a foreign country and decide to buy a souvenir. You know you shouldn’t pay the price they’re asking, so you make a lower offer on that “locally produced” carving. The vendor …

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Six Principles Every International Negotiator Must Know: A Divided Team is a Costly Team

This is the sixth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World As many have learned, cracking the united front of a negotiation team can yield prized concessions. As with a teenager who knows how to play one parent against another to get permissions and privileges, the party across the negotiation …

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Negotiation Examples: The Power of “Face”

"Face" is a person’s standing in the eyes of others. In negotiations, that means looking good to each negotiation side, peers, management, spouse and family. It avoids putting someone in an awkward position that could humiliate or embarrass them, particular with a direct confrontation. When confronted negatively, negotiations can quickly deteriorate. However, giving someone "face" makes them feel good and …

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Six Principles Every International Negotiator Must Know: M.O.R.E.

This is the fourth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World In our two previous posts on international negotiation, we discussed the importance of P&L (Patience and Listening) and the dynamics of credibility and leverage. One is a practice, the second is a conceptual understanding. They are interlocking and dependent. …

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