Negotiations

Sometimes, the worst scenario occurs: a negotiation breaks down and an agreement may fall apart between the parties involved. When all else fails, having a prepared BATNA is essential in keeping the negotiation from shutting down and a last resort at resolving conflict. If a salesperson is careful enough, they can still have control of […]

A key element to mastering the art of negotiation is knowing the value of a deal and the limits of your interests. Going into an agreement, you should know how much you’re willing to sell a product for and the optimal terms that will benefit you or your company the most. Negotiation science has developed

People have different communication styles. Individuals bring sets of experiences, skills, and tools that affect the way they interact with others, both at home and in the workplace. Individual communication styles also translate into how they negotiate. From these patterns of communication, five distinct negotiation styles have emerged: competing, collaborating, compromising, accommodating, and avoiding. These

The art of negotiation requires that people know the definitions of some confusing terms. Reservation price, BATNA, surplus, demand, ZOPA – these words can easily overwhelm a new negotiator. However, once you know the simple definitions of these not-so-simple words like “Reservation Price”, you will be able to use them with ease and authority and

Negotiation is a critical business skill for all sectors of an organization, from sales representatives to high-level leadership. However, for an optimal learning experience, a negotiation course or program requires more than PowerPoint lectures and worksheets. For a negotiations skills training course to be as effective as possible, students must obtain hands-on experience, learn tools

We understand that conducting contract negotiations can be overwhelming at times. Emotions can run high, and one party may feel as though their ideas are not being heard. Learning to approach talks in a more positive way, using principled negotiation, will help to avoid conflict. When you are at the negotiating table and you see

In some cases, such as when there is a fixed amount of value on the table, distributive negotiation is the preferred method to reach a desired outcome. While integrative negotiation typically involves several complex factors, distributive negotiation involves a process where the outcome revolves around one factor, such as price. For example, you might use

The right approach to a negotiation can make the difference between striking a deal and coming out with two parties disappointed. Integrative negotiation, or interest-based negotiation, tends to be the more fruitful of the two, because it tends to find common ground and come to a resolution that makes both parties involved happy. Here’s what

Negotiations are an important part of the sales world. Without them, you wouldn’t understand your customers’ needs, be able to affect profit margins, and build relationships with the other side. You would simply be a storefront and not a salesperson. Learning how to properly negotiate throughout a sale would certainly have an impact on your