Our ability to show empathy is what helps us forge meaningful relationships with others, but did you know that empathy can also impact the decision making process? The truth is, empathy can actually impact the motives of those around you and the art of negotiation often relies on an approach known as tactical empathy. Therefore, […]

Negotiation is often thought of as a very serious discussion and is probably the last place you would expect to find laughter. However, humor can be an excellent negotiating tool because it helps to establish and strengthen relationships between partners. When tensions are high and negotiations become deadlocked, a simple joke can ease tensions and […]

The word “no” is one of the most dreaded words for any salesperson. After all, when you are trying to close that last deal of the month, the word “no” can feel like a gut punch. What’s more, some salespeople immediately see objections as a call to battle, and their defensive behavior can be the […]

One of the simplest, yet most powerful rules of negotiation is this: Always ask for more than you expect to get. Think about how this can be applied to a number of different scenarios. You should ask your hiring manager for more money when you interview for the job. You should ask your boss for […]

Negotiating a pay increase is one of the most important skills for your career, but it can also be one of the most intimidating. It requires the right combination of confidence, professionalism, and savvy negotiation skills. That said, it can be the best way to obtain your desired compensation. It is also perfectly acceptable to […]

When sitting down at the negotiating table, simply driving a hard bargain on a higher price in order to secure a better outcome for yourself will more likely lead to deadlock than a deal. The fact is, most people aren’t willing to agree to a deal unless they get something of value in return, and […]

Experienced negotiators know the value of building personal relationships as part of the negotiation process. The nature of the two party’s relationship can have a major impact on the outcome of the negotiation. Research has shown that stronger relationships lead to greater empathy and cooperation in negotiations as well as increased attention to the other’s […]

Skillful and effective negotiation involves a combination of communication skills and an understanding of both your goals and those of your counterpart. In addition, your ability to persuade convincingly can also help your counterpart understand and accept your position. Persuasion is a powerful strategic tactic that can help you achieve your desired outcome in a […]

We live in a world with so much noise that people often feel uncomfortable with silence. This even happens in business meetings, where people are constantly talking over each other and interjecting the minute someone else pauses. As soon as there is a moment of silence, someone usually tries to speak up to fill in […]

Negotiation is more of an art form than a natural ability. It requires a great deal of practice over a period of time, which is why negotiating can be difficult for a rookie. You can easily make a mistake without even realizing it. You may accidentally reveal your bottom line, offend the other party, concede […]