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The Accidental Negotiator

The Accidental Negotiator

By Jim Anderson

Professional negotiating is not just a business, it’s a science. Nobody knows more about the science of negotiating than Dr. Jim Anderson.

“I don’t embrace excuses for why your last negotiation was not successful, I embrace solutions.”

Over the last 25 years, Dr. Anderson has transformed failing negotiators worldwide.

Dr. Jim Anderson has spent 25 years negotiating everything from small sales with individual owners of companies to large scale military project contracts with teams of sales negotiators.

Welcome to the premier podcast for learning how to make sales negotiations effective!
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What’s The Best Way To Make A Concession During A Negotiation?

The Accidental NegotiatorJul 29, 2022

00:00
08:14
What’s The Best Way To Make A Concession During A Negotiation?

What’s The Best Way To Make A Concession During A Negotiation?

Making concessions during a negotiation is something that none of us  really want to do. 

We don’t like having to give into the other side on  an issue. However, I think that we all realize that in order to reach a  deal with the other side, no matter what negotiation styles or  negotiating techniques we are using we always have to make concessions.  What we need to realize is that each concession that we make is a  critical part of how we are going to reach the deal that we want. 

Not only do we need to know what concessions we are willing to make, but we also have to know how to go about making those concessions.

Jul 29, 202208:14
When Negotiating Multiple Issues, Who Should Make The First Offer?
Jul 22, 202207:02
The Power Of First Impressions When You Are Negotiating

The Power Of First Impressions When You Are Negotiating

When you use your negotiation styles and negotiating techniques to enter into a negotiation, just exactly how much do you know about the other side?  

What you probably have are a number of assumptions that are going to be  boosted by the first impressions that the other side makes when you  meet them. A question that we should all be asking ourselves is if this is really the best way to go about preparing to negotiate? 

Could we be  getting things wrong?

Jul 15, 202206:35
Negotiators Have To Be On The Outlook For Self-Fulfilling Prophecies
Jul 01, 202206:27
What Makes A Negotiation “Fair”?

What Makes A Negotiation “Fair”?

When we enter into a negotiation, it is our goal to use our negotiation  styles and negotiating techniques reach an agreement with the other  side. 

Although we may never say it, we expect that agreement to be fair for both sides:  nobody is going to be taking advantage of anyone else. However, as the  negotiation moves along, we may start to have some doubts. We may start  to wonder if the other side is treating us fairly. In fact, we may  wonder if this is really a fair negotiation

How can we tell?

Jun 24, 202205:12
What’s The Best Way To Prepare For A Negotiation?
Jun 17, 202209:11
Negotiators Want To Know: Should We Ever Reveal Our BATNA?

Negotiators Want To Know: Should We Ever Reveal Our BATNA?

During a negotiation, our goal is always to find ways to use our  negotiation styles and negotiating techniques to move the other side closer to reaching a deal with us. 

There are a lot of different ways  that we can go about doing this. One of the biggest questions that we  are always facing during a negotiation is just exactly what we should reveal to the other side in order to move things along. We all know our limits and what would  cause us to walk away from a negotiation is a big deal. 

Should we ever  let the other side know what our limits are?

Jun 10, 202209:47
What To Do When The Other Side Is Bargaining In Bad Faith
May 27, 202208:27
3 Ways To Prepare For Your Next Negotiation

3 Ways To Prepare For Your Next Negotiation

I hope that we can all agree that if you want your next negotiation to  turn out the way that you want it to, you need to prepare for it. 

Now,  that’s easy to say, but as we all know, it’s actually fairly hard to do.  It turns out that the key to successfully preparing for a negotiation  is that we have ask the right questions

In order to do that, we need to know what questions to ask.

May 20, 202208:37
3 Ways To Prepare For Your Next Negotiation

3 Ways To Prepare For Your Next Negotiation

I hope that we can all agree that if you want your next negotiation to  turn out the way that you want it to, you need to prepare for it. 

Now,  that’s easy to say, but as we all know, it’s actually fairly hard to do.  It turns out that the key to successfully preparing for a negotiation  is that we have ask the right questions

In order to do that, we need to know what questions to ask.

May 13, 202208:58
How To Use A Range Offer When Using An Anchor In A Negotiation

How To Use A Range Offer When Using An Anchor In A Negotiation

Most negotiators know that when we are negotiating pricing with the other side, it is always in our best interest to be the first one to make a price offer.  

This serves to anchor the price and the negotiations can take off from  there. However, there is a variation on this practice that a lot of us  may not be aware of. 

It turns out that with a simple modification we can  create an even more attractive offer for the other side.

May 06, 202207:49
Will You Need Alternative Dispute Resolution During Your Next Negotiation?

Will You Need Alternative Dispute Resolution During Your Next Negotiation?

As negotiators we all know that there are many different ways to reach  an agreement with the other side of the table. 

We’d all like to be able  to use our negotiation styles and negotiating techniques come to a  negotiated agreement with them. However, failing that we always have a  court case that we can fall back on. However, that is an expensive and  messy way to accomplish things. 

What we’d all like to do is to find a better way to get to where we want to get to.

Apr 29, 202209:29
When And Why Should You Use Back-Channel Negotiations?

When And Why Should You Use Back-Channel Negotiations?

In the world of negotiations, one of the most important things that we  can do is to be clear. 

We want the other side to understand what we are  asking them for. We also want to make sure where we stand on the issues.  However, there will be times that despite the negotiation styles and  negotiating techniques that we are using, we run into issues in a  negotiation that we might not want to advertise to either the other side or to the world.  

In cases like this, back-channel negotiations can provide temporary  protection from deal spoilers and too much public scrutiny.

Apr 22, 202208:19
Negotiators Need To Learn How To Negotiate Under Pressure

Negotiators Need To Learn How To Negotiate Under Pressure

Let’s all face it: pressure is a part of the negotiating process.  

We wouldn’t know that we were in the middle of a negotiation if we  didn’t feel some pressure on us. The problem with this pressure is that it can cause us to make poor decisions.  Negotiators can feel pressured to use their negotiation styles and  negotiating techniques to wrap up a deal as quickly as possible. 

Speed  is often the enemy of a sound, lasting deal, but several safeguards can protect you the next time you negotiate in a high pressure situation.

Apr 08, 202207:18
When Negotiating Over Price, Your Key To Success Is Preparing Correctly
Apr 01, 202208:01
Reach An Agreement By Working Together To Discover Facts

Reach An Agreement By Working Together To Discover Facts

Disagreements are a common part of every negotiation. 

Using their  negotiation styles and negotiating techniques both sides of the table  end up seeing things differently and because of that their progress  towards reaching an agreement can grind to a halt. When something like  this happen, one way to address it is to take the time to work with the other side in order to uncover  facts about what is being negotiated. The reason that both sides have  their opinions may be based on partial or incomplete information. 

By working together, it is possible that you may be able to get the negotiations back on track.

Mar 25, 202206:40
How To Get The Other Side To Say “Yes”

How To Get The Other Side To Say “Yes”

From a high level, the art of negotiating looks pretty easy: all you  have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them.  

As we all know, when you get closer to ground level, this negotiating  stuff can become quite difficult to do. However, our goal remains pretty  much the same: we want the other side to agree with the proposal that we have presented them with

Just exactly how can we go about making this happen?

Mar 18, 202208:07
How To Get The Other Side To Say “Yes”

How To Get The Other Side To Say “Yes”

From a high level, the art of negotiating looks pretty easy: all you  have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them.  

As we all know, when you get closer to ground level, this negotiating  stuff can become quite difficult to do. However, our goal remains pretty  much the same: we want the other side to agree with the proposal that we have presented them with

Just exactly how can we go about making this happen?

Mar 11, 202208:04
The Secret To Using Multiple Offers In A Negotiation

The Secret To Using Multiple Offers In A Negotiation

How many times have this happened to you? 

You are in a negotiation and  you’ve used all of your negotiation styles and negotiating techniques  and you have just about exhausted all of the offers that you can make to  the other side. The other side may have also made a number of offers,  none of which really appealed to you. What’s a negotiator do to now?  

The good news is that you still have at least one trick left up your sleeve: MESOs.

Mar 04, 202208:50
Just Exactly How Do You Use A BATNA During A Negotiation?
Feb 25, 202206:31
Negotiators Need To Find Ways To Avoid Turf Battles In A Negotiation

Negotiators Need To Find Ways To Avoid Turf Battles In A Negotiation

Nobody ever said that this negotiating thing was going to be easy to do.  

This can be especially true when you are involved in a negotiation that  has to do with territory, control, rights, or power. Turf battles can arise over any type of scarce or sacred resource in a negotiation.  Often in such battles, two or more groups view the other side as the  enemy and its own side as above reproach. When anticipating a group  negotiation, negotiators tend to view the other group as inferior to our  group on many dimensions, including intelligence, competence, and  trustworthiness. In addition, groups in conflict tend to see the other’s  positions as more extreme than they actually are. 

Just exactly how  should we handle situations like this?

Feb 18, 202208:19
What Is The Most Important Skill For A Negotiator To Have?

What Is The Most Important Skill For A Negotiator To Have?

Negotiators are always looking for ways to become better.  

We’ll read books, we’ll attend courses, and we’ll talk with the experts  in order to develop new negotiation styles and negotiating techniques.  Our ultimate goal is to find a way to make our next negotiation go  quicker and more smoothly as we work our way towards getting the deal  that will meet the needs of both sides. However, it turns out that one  of most powerful skills that we need to have in order to get what we  want from a negotiation may be right before us. 

Or, a better way to say  this, it may be on the sides of our head: our ears.

Feb 11, 202206:49
Negotiators Need To Know What Their Dispute Resolution Options Are

Negotiators Need To Know What Their Dispute Resolution Options Are

The best negotiations happen when we sit down with the other side, have a  discussion, make some concessions, and then reach a deal that both  sides can live with. 

We like these kinds of negotiations. However, not  all negotiations turn out this way. In fact, sometimes we run into  trouble. We reach a sticking point in our discussions that we just don’t  seem to have a way around. Both sides see the world differently and  it’s not clear how we can reach an agreement. These types of disputes  need to be resolved. 

As negotiators, we need to know what our options  for resolving disputes are.

Feb 04, 202206:03
How Negotiators Can Avoid Conflict
Jan 28, 202207:37
How Much Should You Share During A Negotiation?

How Much Should You Share During A Negotiation?

Negotiation is all about sharing.  

Well, at least pretty much all about sharing. One of the big questions  that every negotiator is dealing with when we start a negotiation is just exactly how much we want to share with the other side.  We all know that no matter what negotiation styles or negotiating  techniques we use, we are going to have to share at least some  information with the other side. The question that we are facing is how  much is too much? 

Negotiators need some guidance in how to go about  doing this sharing thing the correct way.

Jan 14, 202207:26
Three Types Of Negotiating Skills That You Need To Know

Three Types Of Negotiating Skills That You Need To Know

As negotiators, what we are all trying to do is to become better. 

Our  goal is to be able to use our negotiation styles and negotiating  techniques to walk away from our next negotiation with the feeling that  we got what we wanted and that the other side will come through with the  promises that they have made to us. 

In order to be successful, we need  to develop three negotiating skills that will allow us to reach better  agreements faster.

Jan 07, 202206:16
How To Make Sequential Deals During A Negotiation

How To Make Sequential Deals During A Negotiation

As negotiators, what we want most out of life is to be able to use our  negotiation styles and negotiating techniques to close a deal with the  other side that meets our needs. 

However, it turns out that there just  might be something else that we really we really want – our next  successful negotiation. Our need to move from one successful negotiation  to another is something that can motivate us as we desire more and more  “wins”. 

Is this really a good way for us to be operating?

Dec 15, 202107:54
Negotiators Discover That They Need To Limit Their Options
Dec 10, 202107:53
What Do Ethics Look Like During A Negotiation?

What Do Ethics Look Like During A Negotiation?

Ah, ethics. 

We all know about them, we all know that no matter what  negotiation styles or negotiating techniques we are using, we should be  ethical when we are negotiating, but do any of us really know what it  means to be ethical during a negotiation. I mean, we enter a negotiation with one key objective in mind – get as much for our side as possible. Where does ethics come into play when we are thinking this way? When all is said and done, do you want to feel good about what you have been able to accomplish?  

If so, then you had better learn how to conduct an ethical negotiation.

Dec 03, 202109:14
How Important Is Listening When You Are Dealing With Difficult Negotiations?
Nov 19, 202106:13
The Power Of Body Language In A Negotiation
Nov 12, 202109:13
What’s The Best Way To Respond To A Threat During A Negotiation?

What’s The Best Way To Respond To A Threat During A Negotiation?

As negotiators we all understand that threats and ultimatums are a part of the process of negotiating no matter what negotiation styles or negotiating techniques are being used. 

We’ll make threats  sometimes in order to get the attention of the other side and likewise  they’ll threaten us. 

The big question that we need to be able to answer is when you are threatened, should you strike back with a counterthreat?

Nov 05, 202107:13
First Impressions Do Matter When You Are Negotiating

First Impressions Do Matter When You Are Negotiating

I’m pretty sure that we’ve all heard that people make first impressions about us.  

In a negotiation, the expectation that someone is “tough” or  “cooperative” can become a self-fulfilling prophecy at the bargaining  table. When you approach an allegedly tough competitor with suspicion  and guardedness, he is likely to absorb these expectations and become  more a more competitive negotiator. 

How can we make this first  impression thing work for us during a negotiation?

Oct 30, 202106:08
The Role That Your BATNA Plays In A Risky Negotiation

The Role That Your BATNA Plays In A Risky Negotiation

As a negotiator, who wouldn’t want to walk into a negotiation knowing that you had all of the cards? 

Knowing that you were in the position of  power and the other side had few options – they were going to have to  agree with whatever you told them that you wanted? This type of  situation does not happen all that often; however, it will happen  occasionally. 

When it does, how should we deal with it?

Oct 22, 202108:14
It Turns Out That Negotiations Are All About The Small Stuff

It Turns Out That Negotiations Are All About The Small Stuff

As negotiators it can be easy for us to focus on using our negotiation styles and negotiating techniques to get the deal that we are working  on.

However, it turns out that what we really should be thinking about  is what we can do in order to make sure that the deal that we’re working  on holds up well over time. If we don’t take the time to do this then  broken contracts, damaged relationships, and lawsuits are a common  outcome. 

What can we do to avoid this from happening?

Oct 08, 202109:14
The Best Way To Do Price Anchoring
Sep 24, 202108:47
How To Avoid Deception In Your Next Negotiation
Sep 17, 202107:00
A Good Negotiator Knows How To Build Trust At The Negotiating Table
Sep 03, 202109:23
The Secret To Successful Distributive Bargaining
Aug 27, 202106:38
Agree To Disagree By Using Contingent Agreements
Aug 20, 202107:22
How Negotiators Can Become Better Listeners
Aug 13, 202107:51
How To Use Framing In Your Next Negotiation

How To Use Framing In Your Next Negotiation

As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer. 

The offer that we  present to them will hopefully be what we consider to be a great deal  for them. However, sometimes after we’ve made the offer, we’ll get the  impression that the other side does not agree that the offer is all that  good. Why do we have a problem here? 

It turns out that your offer may be excellent; however, it’s how you’ve approached framing in the negotiation that’s holding you back.

Aug 06, 202109:52
When Should A Negotiator Show Their Hand During A Negotiation?
Jul 30, 202108:08
How To Put Your Agreement Into Action

How To Put Your Agreement Into Action

As negotiators, what we tend to focus on with all of our negotiation  styles and negotiating techniques, of course, is the negotiations at  hand. 

It turns out that this is just a little bit sad. The reason is  because we’re going to all of the work trying to craft an agreement that  both sides can live with and we’re not taking the time to focus on what really matters.  What we need to be thinking about is just exactly how we are going to  go about putting the agreement that we’ve created into action. 

How can  we make sure that our agreement is going to turn out to be a success?

Jul 23, 202107:25
The Key To A Successful Negotiation Is Collaboration
Jul 16, 202105:41
How To Negotiate With Millennials

How To Negotiate With Millennials

In the world of negotiating, there are a lot of different challenges that we all face. 

What many of us are discovering is that one of the  biggest challenges that we are having to face happens when we have to  negotiate with millennials. In comparison to the baby boomers or the  Generation Xers who followed, many members of the Millennial Generation –  people born after 1981 who have been entering the workforce since 2000 —  seem to approach work life with a sense of entitlement, a craving for  praise, and an expectation that they will ascend the organizational  ladder quickly. 

How are we supposed to deal with these people?

Jun 25, 202106:41
How Negotiators Can Deal With Last Minute Demands

How Negotiators Can Deal With Last Minute Demands

Negotiators always have to deal with the simple fact that a negotiation  is never over, until it’s over. 

What this means is that it is possible  that after months of negotiation and the use of a wide variety of  negotiation styles and negotiating techniques, you reach a detailed  agreement with the other side and shake hands. You are all done, right?  Well, maybe not. A week later, the other side’s procurement officer  calls to tell you that there have to be some “revisions” to the deal.  Perhaps they expect you to deliver the same service package faster than  agreed upon and for less money. This happens after you’ve lined up  resources internally and gotten commitments from your own vendors. In a  situation like this, you end up trying to make the new deal work, since  you can’t afford to lose these key customers. 

What can a negotiator do  when this issue pops up?

Jun 11, 202108:28
How Negotiators Can Deal With Last Minute Demands

How Negotiators Can Deal With Last Minute Demands

Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. 

What this means is that it is possible  that after months of negotiation and the use of a wide variety of  negotiation styles and negotiating techniques, you reach a detailed  agreement with the other side and shake hands. You are all done, right?  Well, maybe not. A week later, the other side’s procurement officer  calls to tell you that there have to be some “revisions” to the deal.  Perhaps they expect you to deliver the same service package faster than  agreed upon and for less money. This happens after you’ve lined up  resources internally and gotten commitments from your own vendors. In a situation like this, you end up trying to make the new deal work, since  you can’t afford to lose these key customers. 

What can a negotiator do when this issue pops up?

May 28, 202108:01
Bring The Power Of MESOs To Your Next Negotiation
May 21, 202108:05
Should Bartering Be One Of Your Negotiating Skills?

Should Bartering Be One Of Your Negotiating Skills?

When we go looking for new ways that we can be successful during a negotiation, we are often looking for the “next big thing”. 

We’d like to  find a modern negotiating technique that perhaps we’ve not heard of  before. 

However, it turns out that if you really want to expand your  negotiating toolbox it might serve you better to spend some time taking a  look at something that is actually very old: bartering.

May 14, 202106:28