Category Archive for: ‘Negotiation Tactics’

negotiation tacticsRecognize the most typical negotiation tactics. Understand methods for managing these negotiation tactics, maintaining your leverage, and keeping the conversation focused on the best outcome for both parties.

Below, you will find blog posts with insights into effective negotiation tactics. 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”.

Using Your “Incumbency” to Create Positive Leverage in Negotiation

Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an agreement to provision identity access management. That project had been running for three years, and had progressed substantially as forecasted. So a renewal to continue with the …

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Negotiation Mistakes: Misguided Integrity

Negotiating with integrity is central to the Win Wisely™ approach; after all, if we are in search of positive leverage to artfully move the other side closer to our way of thinking, we must have integrity. Integrity gives us the foundation to make value arguments that are believable. When we are perceived as people who constantly play games with the …

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Unprincipled Concessions Cost You Money at the Negotiating Table

Spot Them, Avoid Them and Close Faster Unprincipled concessions are concessions not tied to a credible business rationale. Years of research show us that this simple business negotiation mistake costs companies between 9 and 18% of their gross operating revenue. The most basic negotiation example of an unprincipled concession is this: To test your negotiation acumen or your value proposition, …

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Leadership in Negotiation: Selecting Your Negotiation Team and Rules of Engagement

Leadership in negotiations is critical. The leader is responsible for setting expectations and parameters for your side in regards to pricing, strategy, deadlines, process management and more. Failing to define this opens the door to many potential deal-ending difficulties, and is likely to erode your position on the way to closing. There are many moving parts, not least of which …

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Negotiation Blocking Techniques

In one sense, negotiations are a strategic exchange of ideas and information. But the value of what information we give (and when) can have a very real bearing on our success. As you seek leverage in the deal, you are trying to find key information from the other side. If you’re negotiating with seasoned professionals, you can expect them to …

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Chief Procurement Officer Study: Implications for Sales Negotiators

The IBM Institute for Business Value recently released a new thought leadership study (Chief Procurement Officer Study: Improving competitive advantage through procurement excellence) Sellers who regularly deal with chief procurement officers (CPOs) or that CPO’s staff should read it. The paper’s creators surveyed 1,128 CPOs from organizations with annual revenues in excess of $1 billion to understand how procurement has …

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Negotiation in Sales: Presenting the Value Argument that Wins in Highly Competitive Conditions

With pressure to meet earnings and revenue targets, expand new markets and make the most of every resource, today’s global sales force is the difference between success and failure. Communication and online information are leveling the playing field, creating an extremely competitive environment and shrinking margins. Even the best products are one development cycle away from being leapfrogged in the …

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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: More About Preparing to Win

In our previous post on international negotiations, we discussed the critical importance of preparation and gathering facts. You can’t control all the factors, but you can control your knowledge base. The bigger that base is, the higher the chances for success. As noted before, your charge as an international negotiator is to conduct thorough background work on everything that could …

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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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