Turning Tides: The Art of Winning in Tough Negotiations
Back to basics As mentioned in some of my articles, an effective negotiation is rooted in foundational strategies, with preparation at its core. Understanding your counterpart’s motives, concerns, and goals is critical, enabling you to identify shared objectives and leverage differences to your advantage. This deep understanding forms the basis for all interactions and strategies […]
The Ultimate Negotiation Playbook
In the intricate world of negotiation, many strategies claim to provide an advantage. However, based on my experience as a sales executive and my extensive literature research, only a few consistently prove their effectiveness across different situations. So, here are my top five negotiation strategies: BATNA, the Interest-Based Relational (IBR) Approach, Anchoring, Mirroring and Labeling, […]
Some ideas to control my emotions when negotiating
In previous articles, I mentioned what, in my opinion, it takes to become a good negotiator. Clearly, hours of practice and effort combined with knowledge will get you where you want, but there is one element that can ultimately compromise the outcome of the negotiation. Emotions can dominate a conversation, hijack it and take it […]
A non-traditional negotiation strategy
An idea based on a topic that could be political A few years ago, I asked an Iranian client about his opinion regarding the sociopolitical situation that his country was experiencing with the United States. I was curious about it because the representatives of this company were very open to Western culture; they did business […]
What does it take to be a good negotiator?
That is really a difficult question. I wouldn’t even know where to start to analyse it. I have certainly read many negotiation books and found myself in various situations arguing (I mean negotiating) with important people on some point on which we have not agreed. I will focus on commercial negotiations related to selling products […]