The Accidental Negotiator

The Accidental Negotiator

anchor.fm/jim-anderson52
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 negotiators worldwide. Dr. Jim Anderson has spent 25 years negotiating everything from small sales with individual owners of companies to large scale military project contracts with teams of sales negotiators. Welcome to the premier podcast for learning how to make sales negotiations effective! Support this podcast: https://anchor.fm/jim-anderson52/support


How To Defend Yourself During A Negotiation
Jul 12 • 8 min
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 papers to the other side for them to review.…
The Problem With Cognitive Bias During A Negotiation
Jun 28 • 8 min
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 techniques. However, all too often it turns…
How To Prepare For Your Next Negotiation
Jun 21 • 8 min
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 techniques you’ll be using to get what…
How To Use Your ZOPA During A Negotiation
Jun 14 • 8 min
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 with two possible mistakes we can make.…
What To Do When You Are Up Against A Hard Bargainer
Jun 7 • 8 min
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 negotiation then they are going to have to…
Four Traps You Can Fall Into While Doing Sales Negotiations
May 24 • 7 min
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 into common cognitive traps if we are not careful. These traps are sneaky and if we are not on the lookout…
Keep Your Negotiation Moving By Making A Token Concession
May 17 • 8 min
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 matters. All too often a negotiator can come to view concessions as being a big deal – they are something…
Collaboration is The Key For A Mutually Beneficial Agreement
May 10 • 9 min
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 these in our next negotiation, but would…
What Role Does Trust Play In A Negotiation?
May 3 • 8 min
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 negotiation, trust is something that…
How To Improve Your Negotiating Skills
Apr 26 • 7 min
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 we can become better negotiators, it can…
How To Enhance Your Deal After An Agreement Is Signed
Apr 12 • 7 min
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 signed by all parties. It turns out that this is not the case. Instead, reaching a deal with the other side and…
5 Ways To Become A Better Negotiator
Apr 5 • 7 min
Congratulations – you are a negotiator! This is an impressive accomplishment. However, now you are facing the question of what’s next? We would all like to become better negotiators and boost our negotiation styles and negotiating techniques; however,…
How To Deal With Liars When You Are Negotiating
Mar 29 • 8 min
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 the other side. However, there appears…
“Win-Win” Does Not Just Happen: How To Create A “Win-Win” Negotiation
Mar 22 • 7 min
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 negotiating techniques to negotiate better…
The Role Of Anchoring Bias In A Negotiation
Mar 15 • 6 min
If ever there was a fundamental question in negotiation, it would probably not be which negotiation styles or negotiating techniques to use, but rather it would have to be the classic “should I make the first offer or wait for the other side to make the…
Put The Power Of ZOPA To Work For You In Your Next Negotiation
Mar 8 • 9 min
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 then, with a little luck, there will be…
Defensive Negotiation Strategies That Every Negotiator Needs To Know
Mar 1 • 7 min
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. They would be unsure of themselves and they would end up making all sorts of very basic mistakes. However,…
How To Close A Deal When You Have Already Tried Everything
Feb 22 • 8 min
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 deal. It’s this deal closing…
The Challenge Of Attempting To Negotiate Online
Feb 15 • 8 min
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 negotiation table, and then proceed to use your negotiation styles and negotiating techniques to have a…
How To Create Value During A Negotiation
Feb 7 • 8 min
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 and negotiating techniques to charge into…