Negotiation tactics – how to use them wisely, without losing your soul

Negotiation tactics - a "hot" topic that I'm sure will draw a lot of readers for this post because apparently many people are "mesmerized" by them! But before digging into some of my learning regarding the best use of negotiation tactics, I want to talk about one of my favorite movies: "Shortcut to happiness". It's simply a brilliant movie, starring Sir Anthony Hopkins, Jennifer Love Hewitt, and Alec Baldwin. You might wonder what this move has to do with the title of this blog post? It might surprise you, but the two have one very important learning in common: both in life and negotiation, you must work hard to be…

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Negotiation deadlock – 5 reasons why it’s a great opportunity to win a deal

Negotiation deadlock: words that scare many people, even the more seasoned negotiators. And I will be very frank: the negotiation deadlock (still) frightens me too! Why is that? Simply because most human beings hate change, they hate uncertainty, particularly if it might have a negative outcome. And a negotiation deadlock brings exactly that: uncertainty about the fate of the negotiation. But it doesn't have to be like that! I will share with you in this blog 5 reasons why a deadlock can actually help you WIN the negotiation!Before going any further, let us have a clear definition of what the "negotiation deadlock" is. As per the Cambridge Dictionary, it is…

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Humor in negotiation – an often overlooked great winning strategy

Humor in negotiation? I know I'm raising many eyebrows with this topic. This is because negotiation is many times considered a very serious subject - which it is, by the way! And many times people run business negotiations extremely stiff and sober, rarely joking or even smiling. I've been in countless such negotiations and believe me, saying they weren't fun is an understatement. Yet, I often recall the answer of an international spy to the question "What is life?". He said: "It doesn't really matter; you are not getting out of it alive! So, don't take it so seriously all the time!"It may be my nature, but I am a…

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The best negotiators are like the best doctors!

I was asked many times in my training or speeches what are the qualities of the best negotiators. I always answered in the best way I could, based on my experiences up to that moment. These days, however, I realized that the answer is much simpler than I thought and the answer was there, in front of my eyes all the time. I just did not see it until now! The qualities of the best negotiators are the same as the qualities of the best doctors! As simple as that! While you may argue that not everyone dealt with a professional negotiator, I doubt there is anyone who did not go…

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Procurement – now critical for business success

We are living unprecedented times , with very little predictability of what's coming next both at business and at personal level. Agility and Adaptability became the daily routines if a business or an individual want to sail through these times and succeed! And this applies to Procurement function too, as it is becoming an increasingly critical function for the overall business success.I share below my thoughts on what Procurement MUST DO now, in these times of crisis and uncertainty, in order to add significantly MORE value and become critical for business success.1. Procurement MUST become now, more than ever, a reliable and trusted business partner, both internally and externally. This means…

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Barter negotiation – the golden nugget in times of crisis

Barter negotiation is a tactic I simply LOVE ! I have used it countless times across my career and it NEVER failed me! I only wish I would have thought of employing it more often! For sure I would have won more deals... I strongly feel that nowadays, in these times of unprecedented crisis and turmoil, barter can be the "golden nugget" that may make many deals come true, despite the difficult economic environment. In this short post I will share with you how to best use of this tactic and close truly WIN-WIN deals!Before anything else, let me say it loud and clear: BARTER is one of the most…

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About this blog

I'm sharing in this blog my personal observations, strategies, tactics and tips about what makes a successful negotiation. I derived these from my own, extensive international business negotiation experience. They served me very well over time and helped me win many important negotiations. I have personally tested them for over 20+ years and proved they work across geographies and in various business or personal circumstances. Find more strategies, tips, tactics and advises on how best to prepare, run and implement successful negotiations in my book "The Elite Negotiation™ - 3rd international edition". For an unforgettable interactive experience, attend my special 1 or 2 days training or my LIVE Webinars.

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Winning negotiations in times of unprecedented crisis

Winning negotiations in times of crisis is particularly challenging. The CoVid 19 pandemic hit us totally unexpectedly and put the World on a halt. Going beyond the initial shock, with its inherent "action paralysis", we realize that the business must go on, if we are to survive from an economic point of view. But, the key question is: "how do we thrive in the new business normality?" None of us was really prepared for this "new way of doing business" and business negotiation makes no exception.So, what challenges are we facing nowadays and what are our best negotiation strategies and tactics that will help us overcome them, so we maximize our…

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