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    The Essentials of Negotiating Effectively

    Most people dislike negotiations. This may stem from fear that they won’t get what they want, or that their requests will be rejected, or that they will appear weak.

    Negotiating effectively, however, is based in large part on your state of mind. If you go into a negotiation with confidence, you are more likely to achieve your objectives.

    If you are timid in your approach or demeanor, you are more likely to be taken advantage of. This SkillBites contains some valuable tips to provide you with greater assurance when you negotiate, and thus improve your chances of negotiating effectively. In particular, the pamphlet covers the following topics:

    1. Preparing for a negotiation;
    2. Finding opportunities to practice negotiating;
    3. Delivering an effective opening proposal;
    4. Building rapport and trust;
    5. Conducting the negotiations;
    6. Dealing with tactics and difficult behaviors;
    7. Responding to common rejections;
    8. Making concessions;
    9. Addressing gender and cultural differences; and
    10. Documenting the results
  • Page 2

    1. Preparing for a negotiation

    Good preparation is critical to being able to achieve your objectives in a negotiation. Preparation consists of 3 main steps: gathering information, identifying your options, and developing and practicing your proposal. Each of these will be addressed in turn.

    1. Gathering Information

      The more important the negotiations, the more time you will want to spend at this stage. Some of the information you will want to gather includes the following:

      • Your goals: What do you want to achieve in the negotiations? Why is this important to you? Why would it be fair for the other side to give this to you?
      • The other side’s position: What do you think the other side wants? What objections do you think they might have to giving you what you want?
      • Your leverage: What do you have that they might want? What is their leverage?
      • The other negotiator: Who will be negotiating on behalf of the other side? What is their negotiating style? What is their background?
      • Others impacted: Is there anyone else who might be impacted by the negotiation? If so, should you obtain their input?
      • External Factors: Are there any external factors you need to consider, such as industry standards, economic conditions or possibly currency fluctuations?
  • About The Author

    Judy Weintraub is an attorney with over 25 years legal experience. She has served as corporate counsel and as an executive in senior management at a multi-billion dollar company where she was the chief negotiator on major procurements. She is a serial entrepreneur, with four successful businesses: Weintraub Legal Services, providing corporate legal services to businesses in the mid-Atlantic region; ACCORD, LLC, offering mediation and arbitration services; ABLR, co-founded with Harrie Samaras, providing training and consulting in dispute resolution; and most recently, SkillBites, offering resources to improve peoples’ skills quickly.

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The Essentials of Negotiating Effectively, by Judy Weintraub

Negotiations pervade our life whether within or outside a business setting. Your ability to negotiate effectively could be the difference between achieving your desired results or getting less than what you need. Judy Weintraub, a highly acclaimed expert in negotiations, has collected the key principles for effective negotiations in this valuable SkillBite. In the 10 minutes it takes to read this publication, you will acquire the knowledge and skills to build your confidence and enhance your negotiating ability to obtain the best results for you and your clients.

“Everyone negotiates, whether it be in their daily lives or professionally. Most, including professionals, do so intuitively and without any education or training. Yet, recent studies at the Harvard Program on Negotiation establish that individuals who take the time to learn the basics of negotiating skills will outperform others by substantial margins.
Judy Weintraub, in ‘The Essentials of Negotiating Effectively’, has presented a user-friendly guide to effective negotiations which can be absorbed in one sitting. Whether one is negotiating a business transaction, the resolution of a dispute, the purchase or sale of a home, or simply “accross the counter”, the advice offered by this guide will enable the reader to gain substantial advantages.”

– Bennett G. Picker
Distinguished Fellow, International Academy of Mediators

“What an outstanding product! In less than 10 minutes, I learned enough about negotiating to feel more confident and comfortable. I will never again enter into an agreement or buy anything without using the simple, effective techniques and tactics outlined in SkillBite’s The Essentials of Negotiating Effectively. Who knew negotiating could be fun as well as profitable! Thank You,”
– Carol A. Joyce
Business and Lifestyle Success Coach

“This mini-course on negotiation is a small gem. In the fifteen minutes it takes to read, you have covered some of the most researched and taught principles of negotiation in the field. If you practice the tips contained in the book in all your negotiations, you will increase your bargaining power immeasurably.”
– Judith Meyer
Adjunct Professor of Negotiation and Mediation, Cornell Law School

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