How To Communicate Using Space

Proxemics is the study of the communicative aspects of personal space and understanding its concepts will help you establish nonverbal rapport in a negotiation.

How To Make An Inflexible Bureaucrat See You As A Person

Bureaucrats include customer service representatives, insurance claims filers, civil servants, social workers, airport employees etc. The bureaucrat typically views his clients as numbers rather than faces and is usually overworked and underpaid and underappreciated. Because of the large volume of contacts that the bureaucrat handles on any given day, they often forget who they are dealing with and you become just another number.

Solving Problems Is the First Step in Effective Negotiations

When there is conflict there is a problem to be solved. This involves getting two or more people to agree on something. Problem solving is part of the basic skill set of any effective negotiator.

A Negotiator Needs Good People Skills

Managing a negotiation, all of the parties at the table, requires exceptional people skills to influence and motivate others. Honing these people skills is a sure way to improve your ability to negotiate successfully.

Communicate Better to Win More

Communicating is a constant in all negotiations; in all interaction for that matter. Understanding the dynamics of effective communications to settle conflict is an important aspect of managing the negotiation process. The challenge to communications during any conflict situation is that listening is typically impaired. Those involved, even when they do listen, are not apt to hear what is being said. To reach an accord the parties need ot be able to communicate with each other. The first rule of any negotiation is to open channels of communication.

What if Negotiation Were Easy?

What if we lived with an underlining set of principles to use our minds to see through the other person’s eyes with empathy when negotiating? What if everyone had John Nash’s “Beautiful Mind” and immediately worked toward a win/win? What if negotiations between people of different nationalities was not about winning and losing but about long-term future relationships?

Power is an Essential in Negotiations

Power is an integral aspect of all negotiations. Those who have it flaunt it. Those who don't, crave it. But is power all it is built up to be? Yes, it is!

Negotiation Skills -- The Salami Technique

Some negotiators just love to play tactical games. In this article we will look at one their favourite negotiation tactics – the Salami technique – and think about how to rebuff it.

Business Debt Resolution Creates Solution

Companies involved in disputes of $2,000 to $80,000 can find relief with a debt resolution counselor that can not only save the business time and money; it can save the future enterprise as a whole.

When You're Negotiating, Money isn't as Important as You Think

Let me tell you about my pet subject: When you're selling your product or service, money is way down the list of things that are important to the other side. First, we'll talk about something that you may find hard to believe but it's something of which I've become convinced-that people want to spend more, not less, and that the price concerns salespeople more than the people to whom they sell.

Never Make a Concession When You're Negotiating Unless You Ask for Something in Return

Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let's look at a couple of ways of using the Trade-Off Gambit:

Data Collection and Negotiations

What is data? How does it impact a negotiation. How do you gather it? Data is the meat of preparation. Negotiators should take the time to fully prepare. If they do this, often as not they will be better prepared than the other person. As a result, they will likely control the conversation and its outcome.

Innovative New Ways To Measure Supplier Performance

Supplier development programs and supplier scorecards are an enormous asset in helping buyers rate the effectiveness of their supplier network Kennametal Inc. prides itself on quality products, competitive prices, and on-time delivery. So when a European supplier missed a shipment by weeks and customers bought materials elsewhere, the metalworking manufacturer's procurement chief took action.