andrewboughton.com | Negotiation Is Personal

This page displays links to posts that lay out a basic framework for understanding the dynamics of any particular negotiation.  I refer to many of these concepts in other posts.  I will continue to update this page with relevant information as it is posted.  If you would like to submit a post or link drop me a comment or email.

Style and Negotiation – the impact of behaviors

The Wheel of Negotiation – negotiation model

Auction / Bartering – When it’s all about price with several close substitutes to compete

Hard Bargaining – When it’s mainly price focused with a couple of substitutes, deals are slightly more complex (Lease, Asset Purchase, One-off Opportunity, etc.)

Concession Trading – Deals are more complex, relationship and trust play a role, focus shifts from price to profit, outlook extends beyond short term (typical commercial transactions, economies of scale trade-offs, etc.)

Win Win – Creativity generates additional value, changing the way you do business, information is shared, long term focus, relationship and trust are paramount (your strategic partners, key customers/suppliers, trusted partners, etc.)

High Dependency – The same as Win Win except now the parties involved are dependent upon each other.  Neither is able to walk away from the deal without significant impact, trust is a primary driver, information is fully disclosed (joint ventures, strategic alliances, trade unions, partnerships, etc.)

Common Negotiating Tactics – list of 25 common tactics negotiators use to effect the perception of power

Cultural Impact on Negotiation – Cultural differences cause four kinds of problems in multi-national negotiations

Opening - Your opening position is your first impression in every negotiation

Anchoring - Subtle influencing process to shift the other parties expectations

Movement - The importance of planning your moves in advance