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Playing for Keeps: Why “Winning” Makes You Lose

Playing for Keeps: Why “Winning” Makes You Lose

In negotiation, everyone has goals. Whether those be profitability targets, price brackets, or something more nebulous like mutual understanding, we all establish success metrics. Having goals enables us to determine how much value is generated in a negotiation, and...
Negotiate Everything; Utility and You

Negotiate Everything; Utility and You

Except for seasoned veterans, most people tend to feel intimidated by the negotiation table. The prospect of a mutually profitable agreement often seems impossible to achieve among the sea of less-effective compromises and obligations. But it doesn’t have to be this...
Negotiation Style #5: Collaborate

Negotiation Style #5: Collaborate

Not a day goes by without another “collab” between a fashion brand and the latest social media influencer. The released product may very well be overpriced, and you might not like what it stands for, but the potential gains that stem from these collaborative efforts...
Negotiation Style #4: Compromise

Negotiation Style #4: Compromise

Our final two negotiation styles are often confused with one another. Whereas next week’s collaborative approach aims to essentially expand the overall size of the pie by creating additional value between whoever is at the table, today’s compromising style is far more...
Negotiation Style #3: Avoid (I lose – You lose)

Negotiation Style #3: Avoid (I lose – You lose)

On the face of it, applying an approach to negotiations that essentially boils down to “we’re both going to lose” makes little sense. If the outcome of being avoidant constitutes a loss, why would anyone choose to adopt it? Surprisingly, though, this week’s style is...
Negotiation Style #2: Accommodate (I lose – You win)

Negotiation Style #2: Accommodate (I lose – You win)

Last week we covered the pros and cons of the “I win, you lose” mindset that follows from a competing negotiation style, but what about the opposite accommodating approach? How could “I lose, you win” possibly benefit a negotiator? As we mentioned before, it is very...