Cover art for podcast The Accidental Negotiator

The Accidental Negotiator

76 EpisodesProduced by Jim AndersonWebsite

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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The Problem With Different Cultures And Negotiations

October 16th, 2020


Every time that we start a negotiation, we begin with the best of  intentions. 

It really does not matter who we are negotiating with. The  other side can be from down the road or from around the world, we simply  want …

What Should Be On Your Negotiation Checklist?

October 9th, 2020


As negotiators, every time that we enter into a negotiation we hope to  be able to use our negotiation styles and negotiating techniques to walk  away with a deal that we can live with. 

However, in order for that to …

How Negotiators Can Learn To Handle Deal Spoilers

October 2nd, 2020


So how many times has this happened to you? 

You are involved in a  negotiation. Everything seems to be going pretty well – your negotiation  styles …

What Can Principal Agent Theory Teach Negotiators?

September 25th, 2020


There are times when something is being negotiated that we choose to not  go it alone. Instead, we decide that we need some help. 

When this  happens we may bring in an agent to represent us to the other side . …

How To Negotiate With People That You Don’t Get Along With

September 18th, 2020


That negotiating thing is difficult enough without having to deal with  all of the different people involved. 

However, we need to admit that  there …

Three Examples Of Negotiating Failures

September 4th, 2020


As negotiators, every time that we go into a negotiation, we are  optimistic that we are going to use our negotiation styles and  negotiating …

Secrets To Becoming A Better Negotiator

August 28th, 2020


No matter how good of a negotiator you think that you currently are and  what negotiation styles and negotiating techniques you use, we all know that we can become better.  

The struggle that we all have is that too …

How To Claim Your Fair Share In Your Next Negotiation

August 21st, 2020


Every negotiation that we are involved in has two different components  to it. 

The first is what is called “value creation”. This is, as its  name …

Bargaining Strategies When You’re Dealing With A Fixed Pie

August 14th, 2020


As negotiators, we understand that when we enter into a negotiation we  need to use our negotiation styles and negotiating techniques to both …

Dealing With The Challenge Of Online Dispute Resolution Using AI

August 7th, 2020


Let’s face it, negotiating has never been easy to do and with the  arrival of the Covid-19 virus, it just suddenly became a lot harder.  

These days nobody really wants to sit in a closed room for a long time  with a …

How Your Last Deal Could Harm Your Next Deal

July 31st, 2020


So first off – congratulations! 

The last negotiation that you were  involved in went very well. You were able to use your negotiation styles  and …

How Should Negotiators Respond To Threats?

July 24th, 2020


So a negotiation is a business discussion that occurs between two  adults, correct? 

Well, in a lot of cases this is a correct statement.  However, …

Four Things About Negotiating That Are Not True

July 17th, 2020


Every negotiator wants to become better. 

However, the big question that we all face is how to go about doing  this. For some of us, reading books on negotiations or attending  negotiations can expose us to new …

Negotiators Need To Learn How To Stop Deception In Negotiations

July 10th, 2020


So – does the other side really mean what they are saying? 

Will they  really do what they are promising to do? I’m pretty sure that you and I  can’t …

The Top 10 Skills Every Negotiator Needs To Have

June 26th, 2020


As negotiators, our goal whenever we are starting a negotiation is to find a way to get the best deal possible.  

This is not always an easy thing to make happen. 

The best negotiators  are the ones who can use their …

How To Use Price Anchoring In Your Next Negotiation

June 19th, 2020


When we are involved in a negotiation that involves prices, we need to  keep in mind that no matter what negotiation styles or negotiating …

How Can A Negotiator Save A Deal From Collapsing?

June 12th, 2020


So just exactly when is a negotiation over? 

I’m pretty sure that by now you know that this is a loaded question – a negotiation is never over.  Even after we’ve been able to use our negotiation styles and  negotiating …

Negotiators Know How To Use MESOs To Get What They Want

June 5th, 2020


Let’s face it, during a negotiation things can go wrong. 

You were making  progress using your negotiation styles and negotiating techniques to  work towards reaching a deal one minute and then all of a sudden you find …

How To Avoid Being Overconfident In Your Next Negotiation

May 22nd, 2020


In addition to different negotiation styles and negotiating techniques  there are a number of different things that negotiators need to be able  to deal with during a negotiation. 

Being overconfident is one of these. …

How To Create Value In Your Next Negotiation

May 15th, 2020


Negotiators view every negotiation as a type of game. 

hey show up ready  to use their negotiation styles and negotiating techniques to compete  with the other side in order to see who can walk away being a winner.  I’m …

How To Make Anchoring Work For You During A Negotiation

May 8th, 2020


During a negotiation, sometimes something amazing happens. 

When one side  presents a number to the other side, that side can all of suddenly end  up irrationally fixating on that first number that was put forth at the …

How To Manage Expectations When You Are Negotiating

May 1st, 2020


When you jump into a negotiation, do you know what you want to get out  of the negotiation? 

Perhaps a much more important question is does  the other side have a set of expectations regarding what they want to  get out …

What Does Logrolling Have To Do With Negotiating?

April 24th, 2020


When we enter into a negotiation, we are thinking about one thing: what  we’d like to use our negotiation styles and negotiating techniques  to  get out of the negotiation. 

Let’s face it, we’re rather self-centered

Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy

April 17th, 2020


In the world of negotiating, despite all of the different principled  negotiation styles and negotiating techniques that get used, there are a  number of tactics that have achieve classic status. 

One such technique is …

To Be Successful In A Negotiation, Do Women Need To Learn To “Lean In”?

April 3rd, 2020


Negotiating is hard. 

Negotiating when you are a woman is even harder.  Historically women have not been as aggressive as men. They have been …

How Can You Use The Right of First Refusal In A Negotiation?

March 27th, 2020


Negotiators are always looking for ways that they can get more value out  of their next negotiation. 

Although there may be many different ways to  accomplish this such as using different negotiation styles and …

So Just Exactly How Are We Supposed To Get To Yes?

March 20th, 2020


As negotiators, there are a few books that I’m guessing that we have all  pretty much read. 

One of the classic negotiating books that everyone …

How To Use The Anchoring Bias To Get A Negotiation Off To A Good Start

March 13th, 2020


In the world of negotiating there are number of classic questions that  we all deal with each time we start a negotiation. 

One of the biggest is  

Do You Know How Your Mood Affects Your Negotiation?

March 6th, 2020


Let’s face it – you can’t negotiate without having some emotions come  into play. 

We all tend to get upset, excited, depressed, and elated at  different times during a negotiation because of the negotiation styles  and …

Tips For Negotiating Online

February 28th, 2020


When we enter into a negotiation, we are facing a number of different  challenges. 

One of the biggest can be cultural barriers to communication  if …

How To Create A Win-Win Negotiation

February 21st, 2020


So I’ve got a quick question for you: what’s the goal of your next negotiation?  

I’m pretty sure that you’re going to tell me that you want to be able  to reach a deal with the other side. I’d say that not only do you …

How To Create Mutually Beneficial Agreements During A Negotiation

February 14th, 2020


It goes without saying that when we sit down at the negotiating table,  both sides have a different view of the world. 

We both want something  and in order to get what we want, the other side is going to have to be …

Dealing With Conflict During A Negotiation

February 7th, 2020


Negotiating is all about having a discussion with the other side while  using your negotiation styles and negotiating techniques with the hope  of changing the way that they see the world. 

As expected, this kind of …

Negotiators Need To Fall In Love With The Number 3

January 17th, 2020


We are all human. 

What this means is that for some odd and unexplained  reason no mater which negotiation styles or negotiating techniques we  are using, we all seem to like things that come in threes.  In our world it …

How To Avoid Reaching An Impasse During A Negotiation

January 10th, 2020


The reason that we enter into a negotiation is because we want to be  able to use our negotiation styles and negotiating techniques to reach a  deal with the other side. 

The challenge that we have is that what we  want …

Does It Pay To Get Angry During A Negotiation?

December 20th, 2019


I can only speak for myself, but I have no problem sharing with you that  during a negotiation I can become very, very frustrated with how things  are going. 

No matter if your negotiation styles and negotiating …

Three Reasons Why Your Next Negotiation Could Fail

December 13th, 2019


Not every negotiation that we are involved in will work out for us. 

In  fact, some of them will fail. When we think of failed negotiations, …

Dealing With Deadlocks: How To Get Around An Impasse

December 6th, 2019


It eventually happens to all of us: you are in the middle of negotiation when you realized that things have become deadlocked.  

There are a lot of different ways that you may have found yourself in  this situation such …

Is “Lose-Lose” The Right Way To Conduct A Negotiation?

November 22nd, 2019


When we negotiate, it’s all about winning

Our goal is  to use our negotiation styles and negotiating techniques to create a  deal that the other side will agree with and which is a win for us. We can define a “win” in …

Sales Negotiation Techniques That Work

November 15th, 2019


When you are negotiating a sale, you’d like to be able to use your  negotiation styles and negotiating techniques get the other side to agree to the offer that you are making to them.  

There are a number of different …

How To Close A Deal When You Are Negotiating

November 8th, 2019


The reason that we are willing to invest the time in a negotiation is  because we believe that by using our negotiation styles and negotiating  techniques we’ll be able to eventually reach a deal with the other side.  

How To Negotiate A Mutually Beneficial Agreement

November 1st, 2019


We’ve all heard about mutually beneficial agreements, but can anyone say just exactly what they are? 

By one definition, a mutually beneficial agreement occurs when both sides of the table attempt to use their …

What Can The NYPD Crisis Negotiations Team Teach Us About Negotiating?

October 25th, 2019


In the world of negotiating, we all run into negotiating situations that can be stressful.  

The other side gets upset with us for some reason, they …

How Good Of A Negotiator Is President Donald Trump?

October 21st, 2019


So first off let’s all agree on something: I don’t really care if you love or hate President Donald Trump

That’s not what I’m talking about. …

How To Get Yourself Out Of A Bad Deal

October 11th, 2019


You might think that every principled negotiation starts out the same  way: with a blank sheet of paper. 

However, in a number of situations  that I’ve found myself in this is not the case. Instead, what has  happened …

How Negotiators Can Deal With “The Winner’s Curse”

October 4th, 2019


What would the perfect negotiation look like to you? 

Would it happen if  you sat down at the negotiating table, presented the other side with an …

What Is The Best Way To Use A BATNA During A Negotiation?

September 27th, 2019


If we want to become better negotiators, how can we go about doing this?  

It turns out that the best bargaining tips should offer ways to enhance …

How Can You Find A “Win-Win” Solution In Your Next Negotiation?

September 20th, 2019


As negotiators, what we would all like to be able to do during each of our negotiations is to find a way to create a “win-win” situation.  

These are …

How To Create Value While Negotiating

September 13th, 2019


If you sit back and think about it, what are you really trying to  accomplish during a negotiation with all of your fancy negotiation  styles and …

Is “Emotional Intelligence” An Important Negotiating Skill?

August 30th, 2019


One of the more popular phrases that has been used during the past few years has been “emotional intelligence”.  

This term first burst into the …

How To Conduct A Successful Distributive Negotiation

August 23rd, 2019


Let’s face it: there are a lot of different types of negotiations that  we can find ourselves in the middle of any any point in time. 

As  negotiators we need to be able to recognize each one of them and then  take the …

Anchoring Your Negotiations Using A Range

August 16th, 2019


One of the most powerful negotiation styles and negotiating techniques  that a negotiator has available to them is what is called “anchoring”.

The Best Ways To Resolve Conflicts During A Negotiation

August 9th, 2019


Let’s face it: conflict happens in every negotiation.  

The very process of negotiating using our negotiation styles and  negotiating techniques with someone seems to open the door to allowing  conflict to come in. How …

Getting Better Agreements By Using Design Deals

August 5th, 2019


When you are in the middle of a negotiation, how do decisions get made? 

All too often a lot of us end up leaving these types of decisions up to chance  no matter what negotiation styles or negotiating techniques we are …

Negotiation Tips For Buying A Car

July 26th, 2019


When we think about negotiating, we tend to think about how to apply our  negotiation styles and negotiating techniques to business situations.  

We may be buying or selling supplies, purchasing a location, or trying …

How To Improve Your Reputation As A Negotiator

July 19th, 2019


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


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


 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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