If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy / Bad Guy

Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero Pip is in the graveyard when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has chains around his legs. He asks Pip to go into the village and bring back food and a file, so he can remove the chains. The convict has a dilemma, however. He wants to scare the child into doing as he's asked, yet he mustn't put so much pressure on Pip that he'll be frozen in place or bolt into town to tell the policeman.

To Win in Negotiations, Learn How to Taper Concessions

In extended negotiations over price, be careful that you don't set up a pattern in the way that you make concessions. Let's say that you're selling a used car and you've gone into the negotiation with a price of $15,000, but you would go as low as $14,000. So, you have a negotiating range of $1,000. The way in which you give away that $1,000 is very critical. There are several mistakes that you should avoid:

How Time Pressure Affects the Outcome of a Negotiation

In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The phone rang and it was President Clinton calling to tell them that he had already started the invasion and they had 30 minutes to get out of there.

Unethical Negotiating Gambits and How to Protect Yourself Against Them

Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agree with your proposal. Many a salesperson has had to endure an embarrassing interview with a sales manager who can't understand why he made a concession. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer out maneuvered the salesperson with one of these unethical gambits.

5 Tips for Getting Paid What You're Worth

This article offers tips for getting paid what you're worth.

No One Ever Wants to Give Cash Back: You Can Profit!

People know how hard it is to find someone who wants to buy what they have, and once they have cash in hand, they just can't turn it away . . . even if it means making a little less.

A Contrast in Buyers

If you are not an expert, do some research before jumping in with both feet.

Subliminal Persuasion

Subliminal persuasion can be as innocent as smiling to establish rapport. Then there are the more powerful techniques. Here are two of them...

Renegotiate Deadlines - How To Do It To Lighten Your Workloads!

Do you find it difficult to say no to people when they put deadlines on you to complete work? Here are some techniques that you can use to renegotiate that deadline to give you more time.

You Can't Play Win-Win With A Bully Until

When being polite and understanding gets you nowhere, you may be trying to cooperate with a bully. It simply won't work. You must start by giving him a reason to listen to you.

How To Get People To Give You What You Want

A Time-Tested Approach To Getting People To Give You What You Want

You've Been Hired! 5 Reasons Young Doctors Lose Money on Their First Employment Contract

Learn 5 reasons why most young doctors just out of training make mistakes with their employment contract that will cost them thousands of dollars.

Big Dog and Business Negotiation Techniques

When negotiating a business deal with a smaller up and coming company the larger company may wish to consider their position in the game and what the end goal for the smaller company is. That is to say what is the little company trying to achieve.