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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