Dealmaking in Negotiation: Six Strategies for Creating Value at the Negotiation Table

By on / Dealmaking

Negotiation topics in business: In today’s market, consumers are often the more powerful parties in negotiations with sellers.

To claim the most value in your next haggling experience, use the following six negotiation strategies.

1. Explore your alternatives (and know your best alternative to a negotiated agreement, or BATNA).

Sometimes business negotiation opportunities pop up on the fly, … Read More 

Integrative Bargaining Examples: Expanding the Pie – Integrative versus Distributive Bargaining Negotiation Strategies

By on / Negotiation Skills

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read More 

Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual Gains

By on / Leadership Skills

The persistence of the so-called “glass ceiling” and salary gap between men and women is often chalked up to the fact that men historically have been more assertive about negotiating for higher salaries, promotions, and other contributors to career success. The fear that they will be viewed as unlikeable and consequently discriminated against for negotiating … Read More