The Accidental Negotiator

How To Improve Your Negotiating Skills

An episode of 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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How To Use Your ZOPA During A Negotiation
When we start a negotiation, we are filled with hope that by using our  negotiation styles and negotiating techniques we’ll be able to  eventually walk away with a deal.  However, during every negotiation we  are faced with two possible mistakes we can make. The  first is that we end up walking away from a deal that we should have  agreed to. The other is that we end up agreeing to a deal that we should  never have agreed to.  How can we avoid making both of these errors? 
06:47
June 14, 2019
What To Do When You Are Up Against A Hard Bargainer
So who will you be negotiating with during your next negotiation? Are you going to be dealing with a hard bargainer?   There are some negotiators out there who seem to think that if they  want to get their way in a negotiation then they are going to have to  use hard-bargaining negotiation styles and negotiating techniques to  make it happen. This means that they’ll have no problems resorting to  using extreme demands, unethical behavior and perhaps even threats to  get what they want. These are the very negotiators who don’t realize  that negotiation is not a win-lose activity.  However, since you’ll be  dealing with them, what should you do when they start to apply their  hard bargaining tactics on you?
06:42
June 7, 2019
Four Traps You Can Fall Into While Doing Sales Negotiations
When we are engaged in a negotiation, no matter what negotiation styles  or negotiating techniques are being used we can make the mistake of falling into common cognitive traps  if we are not careful.  These traps are sneaky and if we are not on the  lookout for them then they can sneak up on us and they’ll end up holding  us back from accomplishing what we are trying to do in this  negotiation. When we do this, we end up making the negotiation that we  are involved in more difficult than it has to be.  In order to prevent  this from happening, we need to learn how to identify the four different  traps. 
06:19
May 24, 2019
Keep Your Negotiation Moving By Making A Token Concession
As negotiators we all understand that one of the most powerful tools that we have are concessions.  However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal  – they are something that has value to us and making a concession that  really means something is going to end up costing us something in terms  of money, time, or something else. However, this is where we may be  wrong. It turns out that we can often keep a negotiation moving along  simply by making a token concession.  This type of concession costs us  very little, but it can make a big impact on our negotiation. 
06:53
May 17, 2019
Collaboration is The Key For A Mutually Beneficial Agreement
So here’s a question for you negotiator: just exactly what is a mutually beneficial agreement?   Sure, we all think that we’d like to be able to use our negotiation  styles and negotiating techniques to reach one of these in our next  negotiation, but would we recognize it if we saw it? One way to define  this is to view a mutually beneficial agreement as being one in which  each side grabs as much as it can from a finite pot of resources.  Hopefully you don’t view it this way. A much better way to view it is as  competitive value-claiming with collaborative value creation.  Now the  big question becomes just exactly how to go about doing this. 
08:11
May 10, 2019
What Role Does Trust Play In A Negotiation?
If there is one thing that all negotiators know and understand is that in order to be able to reach a deal with the other side, you first have to be able to trust them.  We also understand that during the course of a negotiation, trust is something that may develop naturally over time. However, sometimes we can’t wait that long.  If we don’t trust the other side, we can still make safe deals with  them. These types of deals will involve using our negotiation styles and  negotiating techniques to make few concessions, few tradeoffs, and we  won’t share very much information with the other side. However, deals  like this may mean that we are missing out on big opportunities.  What we need to do is to find way to build trust on the fly… 
06:38
May 3, 2019
How To Improve Your Negotiating Skills
Let’s face it – there are a lot of different moving parts to the game of  negotiating with all of the different negotiation styles and  negotiating techniques that are out there.  When we spend time thinking  about how we can become better negotiators, it can be all too easy for  us to very quickly become overwhelmed.  When this happens, we generally  end up delaying taking any steps to become better. In order to take this large task and break it down into something that is more manageable, we  need some guidelines on how to proceed. 
06:05
April 26, 2019
How To Enhance Your Deal After An Agreement Is Signed
So here’s an interesting thought for you: when is a negotiation over and  done with?  I suspect that most of us would say once the deal has been  signed by all parties. It turns out that this is not the case.  Instead, reaching a deal with the other side and having that deal  signed may just be the start of your negotiations.  Are you ready for  this? 
06:02
April 12, 2019
5 Ways To Become A Better Negotiator
Congratulations – you are a negotiator! This is an impressive accomplishment. However, now you are facing the question of what’s next?    We would all like to become better negotiators and boost our  negotiation styles and negotiating techniques; however, often we find  ourselves unsure of how we can make this happen. The good news is that  being a negotiator means that you’ve mastered a large set of skills. In  order to become a better negotiator, you simply have to identify  additional key skills and master those also.  Let’s take a look at what  you still have to learn. 
06:32
April 5, 2019
How To Deal With Liars When You Are Negotiating
This business of negotiating is a tricky business indeed. No, we don’t  always want to show up at the negotiating table and use our negotiation  styles and negotiating techniques to lay all of our cards out in front  of the other side. However, there appears to be a fine line when it  comes to lying.  Just exactly how far is too far?  More  importantly for you as a negotiator, how should you handle it if when  you are negotiating with someone you start to realize that they are not  being truthful with you? 
06:46
March 29, 2019
“Win-Win” Does Not Just Happen: How To Create A “Win-Win” Negotiation
Yes, yes – I’m sure that we’ve all at least heard of the book “Getting  To Yes” and with a little luck a number of us have actually read it. The  gist of the book is that you can use your negotiation styles and  negotiating techniques to negotiate better deals if you can find a way  to create a deal that benefits both parties.  This “win-win” deal  is highly desirable, but at times it can appear to be very hard to  achieve.  As negotiators, what we need are some tips for our next  negotiation that will show us how we can make win-win work for us. 
07:42
March 22, 2019
The Role Of Anchoring Bias In A Negotiation
If ever there was a fundamental question in negotiation, it would  probably not be which negotiation styles or negotiating techniques to  use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the first offer”  question.  For the longest time, the thinking went that we should sit  back and allow the other side to make the first offer. The reason for  this was so that we could learn valuable information based on what they  asked for. However, negotiating research has shown that the cost of  waiting for the other side to make an offer far outweighs the benefits  of us making the first offer.  Looks like we’ve got some research to do… 
04:56
March 15, 2019
Put The Power Of ZOPA To Work For You In Your Next Negotiation
Let’s face it – negotiating is not an easy thing to do. There is all of  the preparation that goes into it, there is the effort of actually doing  it using all of our negotiation styles and negotiating techniques, and  then, with a little luck, there will be a deal that both sides will  agree to when it’s all over.  Unfortunately it can be all too easy for us  to do one of the two things that we really should not do: reach a deal  with the other side when we really should not or walk away from a deal  that we should have agreed to.  In order to prevent this from occurring  we need to take the time to prepare for each negotiation and, as a part  of doing this, take the time to analyze the zone of possible agreement (ZOPA)  for this negotiation. 
07:43
March 8, 2019
Defensive Negotiation Strategies That Every Negotiator Needs To Know
If this was a perfect world, then every time that you went into a  negotiation you would be facing someone who was doing this for the first  time. They would be unsure of themselves and they would end up making  all sorts of very basic mistakes.  However, it’s not a perfect world and  more often than not you are going to find yourself sitting across the table from a skilled negotiator  who is wise to all of your negotiation styles and negotiating  techniques.  When this happens, you are going to have to make sure that  you have the defensive negotiation strategies that you’ll need in order  to get the job done. 
05:38
March 1, 2019
How To Close A Deal When You Have Already Tried Everything
So just exactly how does a negotiation end? Either both parties give up and walk away with no deal being reached, or you are somehow able to use your negotiation styles and negotiating techniques to find a way to close the deal.   It’s this deal closing thing that can be so tricky to do sometimes. In  fact, we can find ourselves in situations where we have tried to wrap  things up, get the other side to agree to a deal, and we’ve failed. When  we find ourselves in this kind of a situation, what is a negotiator to do? Give up? Nope, you need to go back in there and try to wrap this negotiation up. You just might have been doing it all wrong. 
06:58
February 22, 2019
The Challenge Of Attempting To Negotiate Online
Welcome to the modern world that we are all living in! In the old days,  if you wanted to negotiate with someone you had to show up, sit down at  the negotiation table, and then proceed to use your negotiation styles  and negotiating techniques to have a lengthy discussion with them.  In  our modern times, this is no longer necessary – we can now negotiate online.  However, as negotiators we need to understand that negotiating online  is very different from negotiating in person. There are different  challenges that we are gong to have to be prepared to deal with.  Despite  the fact that we’ll be negotiating online, we are still going to be  looking for ways to create both value and rapport with the other side. 
07:06
February 15, 2019
How To Create Value During A Negotiation
 At lot of us go into a negotiation like we are getting ready to go to war.  We do our research, make sure that we know who we’re going to be going  up against, prepare our demands and then use our negotiation styles and  negotiating techniques to charge into battle. To us a negotiation is all about competition.  The more points that we can score, the better the chance that we’re  going to win this negotiation and the other side is going to lose.  However, maybe we’ve been looking at this all wrong. Is it possible that the goal of any negotiation should be about creating value? 
06:42
February 8, 2019
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