Negotiation Strategies & Why There are No Failed Negotiations

As the NFL demonstrates, a negotiation isn’t a failure if you don’t reach an agreement. A negotiation can be a failure only after you reach an agreement. Plus: What you need to know about the other party to reach a truly successful agreement. When you’re negotiating, it’s tempting to think that if you don’t reach an agreement […]
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Haggling for Amateurs

I’ll admit that I’m not a haggler.  Good thing I drive a 1999 Jeep Grand Cherokee with 276K miles on it since I am not sure I would be very good at haggling over the price of a new car. In contrast, I am quite comfortable going in to a place and finding out what the […]
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The 5 Steps of Distributive Bargaining

In a previous post, we took a look at collaborative bargaining situations where both parties in the negotiation would like to maintain a good working relationship with one another and jointly achieve a “win-win” outcome.  This is not the only type of negotiating that takes place. Most likely, when you picture a negotiation process you […]
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Negotiating Changing and Conflicting Requirements

I have found that negotiation skills are essential in developing and managing requirements and changes to those requirements. Changing and conflicting project requirements of all types seem to need some negotiating relative to their business context, the user’s needs, the existing situation, and any number of constraints or limits.   The business analysis team should have […]
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