The Accidental Negotiator

What’s The Best Way To Make A Concession During A Negotiation?

29 Jul 2022

Contributed by Lukas

Making concessions during a negotiation is something that none of us  really want to do.  We don’t like having to give into the other side...

When Negotiating Multiple Issues, Who Should Make The First Offer?

22 Jul 2022

Contributed by Lukas

As negotiators we are always on edge when we enter into a negotiation.   There are a host of questions that are running through our mind and we &...

The Power Of First Impressions When You Are Negotiating

15 Jul 2022

Contributed by Lukas

When you use your negotiation styles and negotiating techniques to enter into a negotiation, just exactly how much do you know about the other side? &...

Negotiators Have To Be On The Outlook For Self-Fulfilling Prophecies

01 Jul 2022

Contributed by Lukas

When we are preparing for our next negotiation, we will try to take  everything that we’re going to be up against into account.  What this...

What Makes A Negotiation “Fair”?

24 Jun 2022

Contributed by Lukas

When we enter into a negotiation, it is our goal to use our negotiation  styles and negotiating techniques reach an agreement with the other &nbs...

What’s The Best Way To Prepare For A Negotiation?

17 Jun 2022

Contributed by Lukas

When we enter into a negotiation, our goal is to be successful.   What that means is that we want to be able to reach an agreement with  the...

Negotiators Want To Know: Should We Ever Reveal Our BATNA?

10 Jun 2022

Contributed by Lukas

During a negotiation, our goal is always to find ways to use our  negotiation styles and negotiating techniques to move the other side closer to ...

What To Do When The Other Side Is Bargaining In Bad Faith

27 May 2022

Contributed by Lukas

When we enter a negotiation we generally have one goal in mind: we want to reach a deal with the other side.   It is our assumption that the othe...

3 Ways To Prepare For Your Next Negotiation

20 May 2022

Contributed by Lukas

I hope that we can all agree that if you want your next negotiation to  turn out the way that you want it to, you need to prepare for it.  N...

3 Ways To Prepare For Your Next Negotiation

13 May 2022

Contributed by Lukas

I hope that we can all agree that if you want your next negotiation to  turn out the way that you want it to, you need to prepare for it.  N...

How To Use A Range Offer When Using An Anchor In A Negotiation

06 May 2022

Contributed by Lukas

Most negotiators know that when we are negotiating pricing with the other side, it is always in our best interest to be the first one to make a price ...

Will You Need Alternative Dispute Resolution During Your Next Negotiation?

29 Apr 2022

Contributed by Lukas

As negotiators we all know that there are many different ways to reach  an agreement with the other side of the table.  We’d all like to b...

When And Why Should You Use Back-Channel Negotiations?

22 Apr 2022

Contributed by Lukas

In the world of negotiations, one of the most important things that we  can do is to be clear.  We want the other side to understand what we...

Negotiators Need To Learn How To Negotiate Under Pressure

08 Apr 2022

Contributed by Lukas

Let’s all face it: pressure is a part of the negotiating process.   We wouldn’t know that we were in the middle of a negotiation if we  ...

When Negotiating Over Price, Your Key To Success Is Preparing Correctly

01 Apr 2022

Contributed by Lukas

I don’t know about you, but these days it seems as though more and more of the negotiations that I find myself involved in seem to come down to pric...

Reach An Agreement By Working Together To Discover Facts

25 Mar 2022

Contributed by Lukas

Disagreements are a common part of every negotiation.  Using their  negotiation styles and negotiating techniques both sides of the table &n...

How To Get The Other Side To Say “Yes”

18 Mar 2022

Contributed by Lukas

From a high level, the art of negotiating looks pretty easy: all you  have to do is to use your negotiation styles and negotiating techniques to ...

How To Get The Other Side To Say “Yes”

11 Mar 2022

Contributed by Lukas

From a high level, the art of negotiating looks pretty easy: all you  have to do is to use your negotiation styles and negotiating techniques to ...

The Secret To Using Multiple Offers In A Negotiation

04 Mar 2022

Contributed by Lukas

How many times have this happened to you?  You are in a negotiation and  you’ve used all of your negotiation styles and negotiating techni...

Just Exactly How Do You Use A BATNA During A Negotiation?

25 Feb 2022

Contributed by Lukas

In order to be successful during your next negotiation, you are going to have to make sure that you use all of the negotiation styles and  negoti...

Negotiators Need To Find Ways To Avoid Turf Battles In A Negotiation

18 Feb 2022

Contributed by Lukas

Nobody ever said that this negotiating thing was going to be easy to do.   This can be especially true when you are involved in a negotiation tha...

What Is The Most Important Skill For A Negotiator To Have?

11 Feb 2022

Contributed by Lukas

Negotiators are always looking for ways to become better.   We’ll read books, we’ll attend courses, and we’ll talk with the experts  i...

Negotiators Need To Know What Their Dispute Resolution Options Are

04 Feb 2022

Contributed by Lukas

The best negotiations happen when we sit down with the other side, have a  discussion, make some concessions, and then reach a deal that both &nb...

How Negotiators Can Avoid Conflict

28 Jan 2022

Contributed by Lukas

It would be nice if in the world of negotiations we could all just get  along.  We’d have nice negotiations and there would be no conflict...

How Much Should You Share During A Negotiation?

14 Jan 2022

Contributed by Lukas

Negotiation is all about sharing.   Well, at least pretty much all about sharing. One of the big questions  that every negotiator is dealing...

Three Types Of Negotiating Skills That You Need To Know

07 Jan 2022

Contributed by Lukas

As negotiators, what we are all trying to do is to become better.  Our  goal is to be able to use our negotiation styles and negotiating &nb...

How To Make Sequential Deals During A Negotiation

15 Dec 2021

Contributed by Lukas

As negotiators, what we want most out of life is to be able to use our  negotiation styles and negotiating techniques to close a deal with the &n...

Negotiators Discover That They Need To Limit Their Options

10 Dec 2021

Contributed by Lukas

When we enter into a negotiation, what we’d like to be able to do is to  use our negotiation styles and negotiating techniques to determine wha...

What Do Ethics Look Like During A Negotiation?

03 Dec 2021

Contributed by Lukas

Ah, ethics.  We all know about them, we all know that no matter what  negotiation styles or negotiating techniques we are using, we should b...

How Important Is Listening When You Are Dealing With Difficult Negotiations?

19 Nov 2021

Contributed by Lukas

As negotiators we are always looking for ways to become better.  We would  all like to be able to find a “silver bullet” that could allo...

The Power Of Body Language In A Negotiation

12 Nov 2021

Contributed by Lukas

So it turns out that every negotiation that we are in has two different  conversations going on at the same time.  The one that we are most ...

What’s The Best Way To Respond To A Threat During A Negotiation?

05 Nov 2021

Contributed by Lukas

As negotiators we all understand that threats and ultimatums are a part of the process of negotiating no matter what negotiation styles or negotiating...

First Impressions Do Matter When You Are Negotiating

30 Oct 2021

Contributed by Lukas

I’m pretty sure that we’ve all heard that people make first impressions about us.   In a negotiation, the expectation that someone is “toug...

The Role That Your BATNA Plays In A Risky Negotiation

22 Oct 2021

Contributed by Lukas

As a negotiator, who wouldn’t want to walk into a negotiation knowing that you had all of the cards?  Knowing that you were in the position of ...

It Turns Out That Negotiations Are All About The Small Stuff

08 Oct 2021

Contributed by Lukas

As negotiators it can be easy for us to focus on using our negotiation styles and negotiating techniques to get the deal that we are working  on....

The Best Way To Do Price Anchoring

24 Sep 2021

Contributed by Lukas

When we enter into a negotiation, more often than not we have a goal in  mind – there is something that we want to get out of the negotiation. ...

How To Avoid Deception In Your Next Negotiation

17 Sep 2021

Contributed by Lukas

When we are involved in a negotiation, one of the key issues that we  have to deal with is trying to determine if the other side is not being &nb...

A Good Negotiator Knows How To Build Trust At The Negotiating Table

03 Sep 2021

Contributed by Lukas

So what are the most important skills for a negotiator to have?  There  are many of them; however, hopefully we’d all agree that the barga...

The Secret To Successful Distributive Bargaining

27 Aug 2021

Contributed by Lukas

So this thing that we call negotiating actually has two different parts  to it.  The first is called integrative bargaining and it is where ...

Agree To Disagree By Using Contingent Agreements

20 Aug 2021

Contributed by Lukas

How good are you at predicting the future?  Are you the person who can  always guess who will win the Superbowl each year? Can you guess &nb...

How Negotiators Can Become Better Listeners

13 Aug 2021

Contributed by Lukas

As good as our negotiation styles and negotiating techniques may be, it  turns out that we may be missing one of the most important skills that a...

How To Use Framing In Your Next Negotiation

06 Aug 2021

Contributed by Lukas

As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer.  The offer that we ...

When Should A Negotiator Show Their Hand During A Negotiation?

30 Jul 2021

Contributed by Lukas

As I’m pretty sure we all know, every negotiation that we engage in is  all about information.  What do we know, what don’t we know. For...

How To Put Your Agreement Into Action

23 Jul 2021

Contributed by Lukas

As negotiators, what we tend to focus on with all of our negotiation  styles and negotiating techniques, of course, is the negotiations at  ...

The Key To A Successful Negotiation Is Collaboration

16 Jul 2021

Contributed by Lukas

As negotiators, our goal during a negotiation is to use our negotiation  styles and negotiating techniques to reach a mutually beneficial  a...

How To Negotiate With Millennials

25 Jun 2021

Contributed by Lukas

In the world of negotiating, there are a lot of different challenges that we all face.  What many of us are discovering is that one of the  ...

How Negotiators Can Deal With Last Minute Demands

11 Jun 2021

Contributed by Lukas

Negotiators always have to deal with the simple fact that a negotiation  is never over, until it’s over.  What this means is that it is po...

How Negotiators Can Deal With Last Minute Demands

28 May 2021

Contributed by Lukas

Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over.  What this means is that it is possible...

Bring The Power Of MESOs To Your Next Negotiation

21 May 2021

Contributed by Lukas

As negotiators we all know that it is all too easy for a negotiation to  come to a grinding halt.  You and the other side have exchanged a s...

Should Bartering Be One Of Your Negotiating Skills?

14 May 2021

Contributed by Lukas

When we go looking for new ways that we can be successful during a negotiation, we are often looking for the “next big thing”.  We’d like t...

Tips On Avoiding Turf Battles When You Negotiate With Multiple Parties

07 May 2021

Contributed by Lukas

Let’s face it – negotiating is not an easy thing to do.  If you want  to make it even harder, then instead of just negotiating with one ...

The Power Of A Good Chat In A Negotiation

30 Apr 2021

Contributed by Lukas

Negotiators need to know how important body language is in the negotiation process.  We are often advised to engage in small talk before  ge...

How to Avoid Making Bad Decisions In Negotiating Scenarios

23 Apr 2021

Contributed by Lukas

I think that all of us would be willing to admit that we don’t know  everything.  When it comes to a negotiation, if we’ve never negotia...

Exactly How Is A Negotiator Supposed To Get To “Yes”?

09 Apr 2021

Contributed by Lukas

As negotiators, when we go into a negotiation, we need to have a plan for what we want to achieve.  We’ve got a number of different ways that &...

Is Lose-Lose Ever An Option For A Negotiator?

26 Mar 2021

Contributed by Lukas

As negotiators, one of the key points about negotiating that has been drilled into our heads is that in order to be successful, we always have  t...

It Turns Out That Three Is A Magic Number In Negotiations

19 Mar 2021

Contributed by Lukas

Every negotiator would like to have some magic in their lives.  We’d all  like to be able to wave our hands and have a negotiation go our ...

What Can Today’s Negotiators Learn From Britain’s Tony Blair?

12 Mar 2021

Contributed by Lukas

As negotiators we’d all like to find ways to become better at this critical skill.  One way to make this happen is to find people that we know ...

How A Negotiator Can Manage A Multiparty Negotiation

05 Mar 2021

Contributed by Lukas

I think that we all realize that participating in a negotiation can be a  very complex undertaking.  However, if you want to make things eve...

A Checklist For Preparing For Your Next Negotiation

26 Feb 2021

Contributed by Lukas

When it comes time for your next negotiation, will you do the most  important thing to get ready?  You know what I’m talking about – pre...

How To Create A Win-Win Outcome For Your Next Negotiation

19 Feb 2021

Contributed by Lukas

As negotiators we’ve all heard about the power of being able to reach a win-win agreement with the other side of the table.   This is not alway...

Four Ways To Use Concessions In Your Next Negotiation

12 Feb 2021

Contributed by Lukas

As negotiators we understand that in order to get what we want out of a  principled negotiation no matter what negotiation styles or negotiating ...

What Are The 5 Skills That Every Negotiation Team Needs To Have?

05 Feb 2021

Contributed by Lukas

Every negotiator knows that they can only be as good as the team that they have backing them up.  In order to have the best team possible, we &nb...

5 Ways To Become A Better Negotiator

29 Jan 2021

Contributed by Lukas

As negotiators, we all share the same desire – we’d like to find ways to become better negotiators.   However, the prospect of finding a way ...

4 Negotiating Traps That You Need To Learn How To Avoid

15 Jan 2021

Contributed by Lukas

As negotiators, when we are trying to sell something the one thing that we all want to do is to avoid falling into any traps during our next negotiati...

Negotiators And The Art Of Conflict Resolution

08 Jan 2021

Contributed by Lukas

Let’s face it – a negotiation is tough work.  However, if you want to  make things just a little bit more difficult, then you can throw ...

Maintaining A Position Of Power While Negotiating A Conflict

18 Dec 2020

Contributed by Lukas

There are many different types of negotiations that we can engage in.   However, one of the most difficult is when we are called on to use our &n...

How Can You Save A Negotiation From Collapsing?

11 Dec 2020

Contributed by Lukas

As negotiators, we all believe that when we reach the end of a  negotiation and have a deal that both sides can agree to, the deal is  done....

Just Exactly What is A Negotiation?

04 Dec 2020

Contributed by Lukas

We all know that it is tough to do a good job of negotiating a deal.  In fact, many people dread negotiation, not recognizing that they negotiate...

Negotiators Need To Know How To Use 5 Conflict Resolution Strategies

20 Nov 2020

Contributed by Lukas

So during a negotiation, when you know the other side is wrong in how  they are viewing the world, what do you do?  If you are like most of ...

What Type Of Negotiation Should You Use Next Time?

13 Nov 2020

Contributed by Lukas

Let’s face it, by now you realize that not every negotiation is the  same.  Each and every negotiation that we engage in has its own set o...

What Do We Need To Keep Secret During A Negotiation?

06 Nov 2020

Contributed by Lukas

The reason that a negotiation is necessary is because the other side has information that we don’t have. Likewise, we know things that the other sid...

Should We Eat While We Negotiate?

30 Oct 2020

Contributed by Lukas

So I’m willing to admit it – I like food. A lot.  When we are getting  ready to negotiate with someone, there is always the possibility ...

What Should Negotiators Do When The Good Cop / Bad Cop Shows Up?

23 Oct 2020

Contributed by Lukas

Ah, the good cop / bad cop tactic.   You know, we’ve seen this used in so many different TV shows and movies  that you would sorta think t...

The Problem With Different Cultures And Negotiations

16 Oct 2020

Contributed by Lukas

Every time that we start a negotiation, we begin with the best of  intentions.  It really does not matter who we are negotiating with. The &...

What Should Be On Your Negotiation Checklist?

09 Oct 2020

Contributed by Lukas

As negotiators, every time that we enter into a negotiation we hope to  be able to use our negotiation styles and negotiating techniques to walk ...

How Negotiators Can Learn To Handle Deal Spoilers

02 Oct 2020

Contributed by Lukas

So how many times has this happened to you?  You are involved in a  negotiation. Everything seems to be going pretty well – your negotiati...

What Can Principal Agent Theory Teach Negotiators?

25 Sep 2020

Contributed by Lukas

There are times when something is being negotiated that we choose to not  go it alone. Instead, we decide that we need some help.  When this...

How To Negotiate With People That You Don’t Get Along With

18 Sep 2020

Contributed by Lukas

That negotiating thing is difficult enough without having to deal with  all of the different people involved.  However, we need to admit tha...

Three Examples Of Negotiating Failures

04 Sep 2020

Contributed by Lukas

As negotiators, every time that we go into a negotiation, we are  optimistic that we are going to use our negotiation styles and  negotiatin...

Secrets To Becoming A Better Negotiator

28 Aug 2020

Contributed by Lukas

No matter how good of a negotiator you think that you currently are and  what negotiation styles and negotiating techniques you use, we all know ...

How To Claim Your Fair Share In Your Next Negotiation

21 Aug 2020

Contributed by Lukas

Every negotiation that we are involved in has two different components  to it.  The first is what is called “value creation”. This is, a...

Bargaining Strategies When You’re Dealing With A Fixed Pie

14 Aug 2020

Contributed by Lukas

As negotiators, we understand that when we enter into a negotiation we  need to use our negotiation styles and negotiating techniques to both &nb...

Dealing With The Challenge Of Online Dispute Resolution Using AI

07 Aug 2020

Contributed by Lukas

Let’s face it, negotiating has never been easy to do and with the  arrival of the Covid-19 virus, it just suddenly became a lot harder.   ...

How Your Last Deal Could Harm Your Next Deal

31 Jul 2020

Contributed by Lukas

So first off – congratulations!  The last negotiation that you were  involved in went very well. You were able to use your negotiation sty...

How Should Negotiators Respond To Threats?

24 Jul 2020

Contributed by Lukas

So a negotiation is a business discussion that occurs between two  adults, correct?  Well, in a lot of cases this is a correct statement. &n...

Four Things About Negotiating That Are Not True

17 Jul 2020

Contributed by Lukas

Every negotiator wants to become better.  However, the big question that we all face is how to go about doing  this. For some of us, reading...

Negotiators Need To Learn How To Stop Deception In Negotiations

10 Jul 2020

Contributed by Lukas

So – does the other side really mean what they are saying?  Will they  really do what they are promising to do? I’m pretty sure that you...

The Top 10 Skills Every Negotiator Needs To Have

26 Jun 2020

Contributed by Lukas

As negotiators, our goal whenever we are starting a negotiation is to find a way to get the best deal possible.   This is not always an easy thin...

How To Use Price Anchoring In Your Next Negotiation

19 Jun 2020

Contributed by Lukas

When we are involved in a negotiation that involves prices, we need to  keep in mind that no matter what negotiation styles or negotiating  ...

How Can A Negotiator Save A Deal From Collapsing?

12 Jun 2020

Contributed by Lukas

So just exactly when is a negotiation over?  I’m pretty sure that by now you know that this is a loaded question – a negotiation is never ove...

Negotiators Know How To Use MESOs To Get What They Want

05 Jun 2020

Contributed by Lukas

Let’s face it, during a negotiation things can go wrong.  You were making  progress using your negotiation styles and negotiating techniqu...

How To Avoid Being Overconfident In Your Next Negotiation

22 May 2020

Contributed by Lukas

In addition to different negotiation styles and negotiating techniques  there are a number of different things that negotiators need to be able &...

How To Create Value In Your Next Negotiation

15 May 2020

Contributed by Lukas

Negotiators view every negotiation as a type of game.  hey show up ready  to use their negotiation styles and negotiating techniques to comp...

How To Make Anchoring Work For You During A Negotiation

08 May 2020

Contributed by Lukas

During a negotiation, sometimes something amazing happens.  When one side  presents a number to the other side, that side can all of suddenl...

How To Manage Expectations When You Are Negotiating

01 May 2020

Contributed by Lukas

When you jump into a negotiation, do you know what you want to get out  of the negotiation?  Perhaps a much more important question is does ...

What Does Logrolling Have To Do With Negotiating?

24 Apr 2020

Contributed by Lukas

When we enter into a negotiation, we are thinking about one thing: what  we’d like to use our negotiation styles and negotiating techniques &nb...

Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy

17 Apr 2020

Contributed by Lukas

In the world of negotiating, despite all of the different principled  negotiation styles and negotiating techniques that get used, there are a &n...

To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?

03 Apr 2020

Contributed by Lukas

Negotiating is hard.  Negotiating when you are a woman is even harder.  Historically women have not been as aggressive as men. They have bee...

How Can You Use The Right of First Refusal In A Negotiation?

27 Mar 2020

Contributed by Lukas

Negotiators are always looking for ways that they can get more value out  of their next negotiation.  Although there may be many different w...

So Just Exactly How Are We Supposed To Get To Yes?

20 Mar 2020

Contributed by Lukas

As negotiators, there are a few books that I’m guessing that we have all  pretty much read.  One of the classic negotiating books that eve...