I’ve said before that the ability to negotiate well is a skill that can be learned over a lifetime. An important part of that learning is application. Taking what you learn out into the world and applying it to situations outside your field or what you’re used to will only help enhance what you know and show you new sides and perspectives. This is what Shane Martin, a recent guest on Negotiation Ninja podcast, has…
Empathy In Negotiation
Listening to our counterparts is imperative to negotiation, but it is meaningless if the right questions aren’t being asked. People often disguise commands as questions or use a tone that evokes accusations instead of empathy. Most people think they ask great questions, but questions that already supply an answer, or are engineered to get the answer we want, are low-value questions. Dan Oblinger, a recurring guest on Negotiations Ninja, calls these “garbage questions” and says…
Can You Just Ask?
I used to have a friend and colleague that used to say, “Half of the getting is in the asking.” Can you get something simply by asking? Is it really that easy? It’s a good question. And the answer is “yes”,….but its also, “no”. I think the issue lies in that we don’t ask enough. Not only do we not ask enough, but we really don’t ask, period. We assume that people understand our intentions…
Do You Reap What You Sow In Negotiation?
“You get what you give.”, “You reap what you sow.”, “You get out what you put in.” We’ve all heard these sayings before. And certainly there’s correlation to giving and receiving in life. I don’t think anyone would argue with that. But does this saying hold true in negotiation? This is a tough one. Negotiators of first rank will all tell you not to give more than you don’t have to (I say this too)…