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Negotiating in Everyday Life
Negotiation doesn't just happen in boardrooms; it's part of everyone's everyday life.
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Negotiating is a Form of Selling
Negotiation can be viewed as a final step in the selling process.
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Negotiating is Talking and Listening
In negotiations, your words can make or break a deal. Rob Brown gives you seven tips to get the best outcome.
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Negotiating Mistakes
Mistakes can be difficult to recover from, so it’s best to avoid them from the start.
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Negotiating Signals
In a negotiation, even your body language can influence the outcome.
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Negotiating Tips
Not everyone plays nicely in negotiations, but that doesn’t mean you have to be the victim.
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Negotiating Conversations
When your mind is prepared, you’re in the best possible position to get the results you want.
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Use Leverage to Resolve Conflict
When you know why people want to resolve conflict, your role as facilitator becomes easier.
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The Importance of a Human Connection in Negotiations
Negotiations are often difficult encounters, and can easily stall out or break off. But finding common ground and adding a human element to it, as Larry Dressler illustrates, can make all the difference.
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The Angst of Negotiation
Negotiation is often seen as a negative situation, but a good negotiator knows how to make it more positive.
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The Realistic Expectations of a Negotiation
With so much information available, it's easy to learn quite a lot about the party you're negotiating with.
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Job Negotiation for Women
Women are at an automatic disadvantage when it comes to salary negotiations, but a little preparation can make a big difference.
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Women and Negotiation
Debriefing after a negotiation helps both parties learn from the experience.
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Negotiating Across Cultures
Some factors in a negotiation change by culture, but others are common underlying principles in any situation.
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The Art of Negotiation
Negotiation has basic truths that underlie every situation, but each one also has distinct nuances that the negotiator needs to pay attention to.
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Negotiation: Trading on Differences
One of the best tools in a negotiator's pocket is the ability to trade on differences.
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When is the Negotiation Over?
How do you know when a negotiation is really over? Paul Levy shares how to close out a deal.
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Common Mistakes When Negotiating Your Job
A bad start to negotiating your salary can have a career-long impact, so it's important to get off on the right foot.
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Best Alternative to a Negotiated Agreement
Paul Levy explains what factors determine your best alternative to a negotiated agreement.
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Be Graceful in Defeat
When you lose, remember to keep your cool. Kevin Oakes shares two stories about why being graceful in defeat can make you a winner in the long run.
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Emotions Are More Important than Facts
Tom talks about a negotiation during a six-week strike. He was lead negotiator, in his twenties, with a bodyguard. He lost twenty pounds. Looking back, he thinks the facts in the negotiation don’t matter that much. It’s how you manage the emotions at the table.
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Negotiating: Both Sides Need to Feel Pain and Pleasure
Negotiation involves both fairness and respect. Both sides need to feel the pain and pleasure after a negotiation and walk away satisfied, but not bullied into making the deal.
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Elements of Good Agreements
Elements of a good agreement are intention and vision—where you are going; personal responsibilities, individual actions, metrics defining success, how we will resolve conflicts, renegotiating for continuous alignment, and disclosing concerns and fears.
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Conflict Resolution and Negotiation
Conflicts are resolved through negotiation. Negotiation is not a game to be won or lost. The best negotiators put all their cards on the table and try to learn what the other side wants. Both sides then work collaboratively to figure a way to give the other side what it wants.
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The Laws of Agreement
The laws of agreement are: we collaborate through effective agreements; we can be more effective if we agree about what we’re doing together, what our vision is, and how we’re going to get there; and we resolve new conflicts through new agreements.
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The Most Powerful Form of Negotiation is Reciprocity
The most powerful form of ongoing negotiations is to give the other side what it wants, and to help them understand what you want and how they can give it to you. It’s not about hiding the ball or being macho; it’s about sharing and open communication.
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The Myth of the Tough Negotiator
The person who slams his fist on the table doesn’t get the deal done.