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Negotiation

Performance Psychology

Pareto for negotiating

I am often asked about negotiating tactics. How they can influence the situation. Most concessions come at the last moment and I have found that statistically 80% of all concessions come in the last 20% of the negotiating time. Pareto was the Italian economist that discovered that 80% of the property in Italy was in [...]

Posted on July 30, 2011 • No comments so far
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Negotiation

Performance Psychology

Negotiating – check their body language

Mistakes that people make when reading body language in negotiations 1 – They don’t trust their intuition. If it doesn’t seem right – it probably isn’t. We tend to unconsciously notice, when people are saying things verbally and it doesn’t match what they are saying visually (with their body language). 2 – Reading one gesture [...]

Posted on July 24, 2011 • No comments so far
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Negotiation

Performance Psychology

Dress for Success in Negotiations

In any business situation or negotiation, if you dress for success you have a better chance of getting a better result. In recent research it was found that people in jobs who dressed the equivalent of two jobs above them in a structured organisation, increased their chance of being promoted by taking that action. They [...]

Posted on July 3, 2011 • No comments so far
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Negotiation

Networking and the Negotiator

When you are negotiating – the more information you have the better. The bigger the network you have the more people you can call, email, telephone  or meet with to find out crucial facts, key information and general knowledge. Information is power when you negotiate – the more information you have, the better deal you [...]

Posted on June 30, 2011 • No comments so far
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Negotiation

Who was Peter Falk – the negotiator in Columbo? Do you use the Columbo close

Peter Falk passed on last week. He was the actor who played the detective Columbo – in the TV series during the Seventies. Columbo is talked about in negotiation circles by academics and experts because of his ability to use the dumb is smart technique to elicit information. It is used by sales teams to [...]

Posted on June 27, 2011 • No comments so far
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