BUILDING TRUST : PART II

  If you are curious about other elements that build trust, this should help you. Part I of my Tip on Building Trust looks at gaining trust by transacting. This Tip deals with building trust through communication. When negotiating you need to speak to each other about your interests. Because negotiations are at the very […]

HANDLING HARDBALL NEGOTIATION

If you are about to begin a negotiation with someone who has a reputation as a hardball negotiator, here is what you should consider. Anyone who is a hardball negotiator may succeed when dealing with someone who is an inexperienced negotiator, is financially mismatched and may be too eager to make a deal. Where both […]

BUILDING TRUST: PART I

If you are thinking of negotiating a contract with a stranger and are uneasy about trusting someone you don’t know and haven’t dealt with before, here are some suggestions. Trust is never automatic and needs to be earned. It can never be taken for granted and is the product of experience. Because trust is built […]

CULTURE CLASHES IN NEGOTIATION

If you are planning to negotiate a contract and have had preliminary discussions with the other party that are sending you an unfamiliar cultural signal, here are some of the factors you should consider. Culture expresses itself in many different ways. Some of the most familiar cultural interactions are political, social, religious, financial, and behavioural. Some […]

A QUICK KEY TO NEGOTIATION

If you are about to enter into a negotiation, your ability to gather critical data about the other party and realistically assemble your own data can move you closer to success. The image posted above is known as a ‘Johari Window’. It tells you, all others factors being equal, which party is more likely to […]

HONESTY IN NEGOTIATION

If you are about to begin a contract negotiation with a much larger business and feel intimidated, and are unsure of your strategy, here are some tips that should help  you. Where the other party has greater resources, it’s important to be realistic about the ways in which you can offer your goods or services […]

WIN/WIN or WIN/LOSE: IT’S UP TO YOU

In any negotiation or mediation, your tactics and strategies will dictate success or failure. Here’s why. 1)Planning and preparation are essential. No matter what business you operate, no one is an island. So whether you’re buying or selling goods or services you need to deal with others. 2) While driving a hard bargain may be […]

CREATIVITY: A VALUE IN NEGOTIATION

Are you involved in a hardware, software or idea-based business that thrives on constant change? If so, here are some tips that may be helpful  the next time you set out to negotiate a contract. One of the variables in negotiation is ‘values’ even though they are sometimes overlooked in pursuit of profit. All too […]

COMMUNICATION : THE COMMON DENOMINATOR IN ADR

Although the field of alternative dispute resolution is multi-faceted, communication is a common denominator that applies across the board. The ADR field ranges from direct one on one negotiation, to negotiation using professional negotiators, or coaches who train others to negotiate, to mediation and arbitration. No matter how you proceed your skill in communication is […]