Man giving final offer in negotiation

Dealing with dirty negotiation tricks: ‘take-it-or-leave-it’

11th May 2017

Dirty negotiation tricks – we don’t recommend you use them but it is important to be able to deal with them, and protect yourself, when you’re up against them. In our last post, we covered the good cop / bad cop approach. Now let’s explore the age-old ‘take-it-or-leave-it’ tactic. The final offer… You may have [...] READ MORE

Dealing with Dirty Negotiation Tricks

Dealing with dirty negotiation tricks: The good cop / bad cop strategy

28th April 2017

When it comes to negotiation approaches, it’s no surprise that some negotiators use dirty tricks. Many of the participants in our workshops and programs are keen to learn how to counter these tricks – ethically – when they come up against them. One of the most recognisable tricks is one you’re probably familiar with: the [...] READ MORE

reframe negotiation requests

How to magically frame your requests to get what you want

4th April 2017

It may seem hard to believe, but the way you phrase your requests can be a game-changer in negotiation. And there’s a huge amount of research to back this up: people, it seems, respond differently to messages simply based on how they’re framed (Tversky & Kahneman, 1981). For example, a 2011 study by Grant and [...] READ MORE

Woman Making First Offer in Negotiation

Should you make the first offer in a negotiation?

23rd March 2017

In our last post, we explored how to make negotiation offers that result in higher value outcomes. But we didn’t discuss the vexed, long-debated question of who should make the first offer in a negotiation. Let’s explore it. Drop anchor Question: Did Gandhi die before or after 140 years old? If you said ‘before’, you’re [...] READ MORE

Building Rapport at a Salary Negotiation

4 (almost devious) rapport-building secrets to transform your negotiations

21st February 2017

Negotiations aren’t just about offers and counter-offers. The state of your connection with your counterpart can make all the difference to how things turn out. That’s why rapport building is critical. It helps to create a collaborative dynamic that’s more conducive to achieving high value outcomes. But how do you build rapport effectively? Here are [...] READ MORE

Building Rapport at a Salary Negotiation

The communication tactics you won’t believe will improve your next salary negotiation

2nd February 2017

While some people think of negotiation as an aggressive, fight-to-the-death battle from which only one winner can emerge, there’s an ever-growing body of research showing that collaboration – not competition – leads to better, win-win outcomes for everyone. But how do you get your counterpart to collaborate with you? Let’s say you’re negotiating your next [...] READ MORE

Women in Salary Negotiation

Two surefire ways to boost your persuasive power in your next salary negotiation

20th December 2016

The power to persuade is useful in plenty of situations. Sales presentations, supplier transactions, team meetings… just to name a few. And there’s one context in which your persuasive power can have an especially large impact for you personally: your next salary negotiation. The good news is that the ability to influence others isn’t inborn. [...] READ MORE