Showing 121–132 of 597 resultsSorted by latest
This Skill Bit explains how reminding buyers of ROI can be a powerful negotiation tactic. It highlights long-term benefits, uses real-world examples, and quantifies savings to show value. By framing the purchase as an investment, sellers can overcome price objections and create a sense of opportunity for the buyer. Duration approx. 3 Min. Tier: proficiency
This Skill Bit explores the limitations of using incentives and penalties in negotiations. It highlights how they can be perceived as manipulative, damage relationships, and hinder flexibility. Focusing on these tactics can overshadow other aspects and lead to suboptimal decisions. The text emphasizes clear communication, collaboration, and alternative solutions for successful negotiations. Duration approx. 4…
This Skill Bit shows that negotiation isn’t just about agreements; it’s about encouraging good behavior. Incentives, like discounts for early delivery, motivate the other side to perform well. Penalties, like late fees, ensure they follow through. The key is to find the right balance: enough incentive to encourage good work, but not so much punishment…
This Skill Bit shows that setting negotiation targets helps sellers achieve favorable outcomes. These targets, like price or deadlines, guide the negotiation and can motivate buyers to make concessions. However, targets need to be realistic and clearly communicated to avoid misunderstandings. Sellers should also be prepared to make some concessions to reach a mutually beneficial…
This Skill Bit emphasizes that win-win negotiation prioritizes collaboration over competition. It aims to build trust, encourage creative problem-solving, and find solutions that benefit both parties. By focusing on mutual gains and working together to expand the pie, negotiators ensure that both sides leave satisfied. This approach not only enhances immediate outcomes but also fosters…
This Skill Bit shows that getting the other side to offer first can be a smart negotiation tactic. It reveals their priorities, anchors the negotiation to their offer (potentially high!), and lets you craft a counter offer closer to your target price. But it’s not always ideal. If you lack info or don’t want to…
This Skill Bit shows that the negotiation observer is a fly on the wall, providing an unbiased perspective. They analyze the negotiation dynamics, communication styles, and tactics used by both sides. Afterward, they give feedback to the team, including emotional and psychological insights, to help improve future strategies. They also document best practices and learnings…
This Skill Bit shows that the negotiation note-taker is a silent observer, capturing every detail of the discussion. They listen attentively, document key points and decisions objectively, and organize their notes clearly. These notes serve as a vital reference throughout the negotiation process and beyond, informing future discussions, decisions, and agreements. Duration approx. 5 Min….
This Skill Bit shows that the support negotiator is the right-hand person to the lead negotiator. They research, gather data, and prepare documents to inform negotiation strategy. They also handle logistics, take notes, and provide real-time assistance during meetings. With their subject matter knowledge, they support both the lead negotiator and subject matter experts. They…
This Skill Bit highlights the critical role of the lead negotiator as the quarterback of the negotiation team. They must possess strategic thinking to understand goals, strong communication skills to articulate points and build rapport, and adaptability to tackle challenges and solve problems. The lead negotiator guides the team through every stage, ensuring smooth coordination,…
This Skill Bit shows that a successful negotiation team relies on diverse roles. The lead negotiator steers the conversation, while subject matter experts provide technical knowledge. Support negotiators assist with research and communication. Others take notes, observe the process, and offer feedback. Communication specialists craft messaging, and legal advisors ensure everything is above board. Everyone’s…
This Skill Bit highlights the importance of leading negotiations through inputs, where both parties actively contribute to the dialogue. By fostering a collaborative environment built on mutual respect and open communication, negotiators create space for diverse perspectives and solutions. This approach enhances trust, encourages creative problem-solving, and increases the potential for successful outcomes that meet…
