The Accidental Negotiator

21 EpisodesProduced 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 negot… read more

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How To Improve Your Reputation As A Negotiator

July 19th, 2019

7:33

The next time that you enter into a negotiation, how do you want the other side to view you?  

If you are like most of us who have had our impression of what a  world-class negotiator looks like shaped by television and …

How To Defend Yourself During A Negotiation

July 12th, 2019

8:02

When we picture ourselves in a negotiation, we often see ourselves using  our negotiation styles and negotiating techniques to make a point. 

Or  perhaps at the board drawing out a scenario. Or maybe even handing …

The Problem With Cognitive Bias During A Negotiation

June 28th, 2019

8:19

When we enter into a negotiation, we’d like to think that our minds are  clear and that we are gong to be able to think systematically throughout  the negotiations as we use our negotiation styles and negotiating …

How To Prepare For Your Next Negotiation

June 21st, 2019

8:42

The next time that you start a negotiation, what will be running through  your mind? 

If you are like most of us, you are excited to get started  and you have a fairly clear idea what negotiation styles and negotiating …

How To Use Your ZOPA During A Negotiation

June 14th, 2019

8:08

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 …

What To Do When You Are Up Against A Hard Bargainer

June 7th, 2019

8:03

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 …

Four Traps You Can Fall Into While Doing Sales Negotiations

May 24th, 2019

7:40

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 …

Keep Your Negotiation Moving By Making A Token Concession

May 17th, 2019

8:14

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 …

Collaboration is The Key For A Mutually Beneficial Agreement

May 10th, 2019

9:33

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 …

What Role Does Trust Play In A Negotiation?

May 3rd, 2019

8:00

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 …

How To Improve Your Negotiating Skills

April 26th, 2019

7:27

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 …

How To Enhance Your Deal After An Agreement Is Signed

April 12th, 2019

7:23

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 …

5 Ways To Become A Better Negotiator

April 5th, 2019

7:53

Congratulations – you are a negotiator! This is an impressive accomplishment. However, now you are facing the question of what’s next?   

We would …

How To Deal With Liars When You Are Negotiating

March 29th, 2019

8:08

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 …

“Win-Win” Does Not Just Happen: How To Create A “Win-Win” Negotiation

March 22nd, 2019

7:42

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 …

The Role Of Anchoring Bias In A Negotiation

March 15th, 2019

6:17

If ever there was a fundamental question in negotiation, it would  probably not be which negotiation styles or negotiating techniques to  use, but …

Put The Power Of ZOPA To Work For You In Your Next Negotiation

March 8th, 2019

9:05

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 …

Defensive Negotiation Strategies That Every Negotiator Needs To Know

March 1st, 2019

7:00

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. …

How To Close A Deal When You Have Already Tried Everything

February 22nd, 2019

8:20

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 Challenge Of Attempting To Negotiate Online

February 15th, 2019

8:27

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 …

How To Create Value During A Negotiation

February 8th, 2019

8:04

 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 …

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