PODCAST · business
The Accidental Negotiator
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 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!
Episodes
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What’s The Best Way To Make A Concession During A Negotiation?
Making concessions during a negotiation is something that none of us really want to do. We don’t like having to give into the other side on an issue. However, I think that we all realize that in order to reach a deal with the other side, no matter what negotiation styles or negotiating techniques...
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When Negotiating Multiple Issues, Who Should Make The First Offer?
As negotiators we are always on edge when we enter into a negotiation. There are a host of questions that are running through our mind and we are searching for ways to be successful. One of the biggest questions that we deal with has to do with the first offer that is going to be made during the...
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The Power Of First Impressions When You Are Negotiating
When you use your negotiation styles and negotiating techniques to enter into a negotiation, just exactly how much do you know about the other side? What you probably have are a number of assumptions that are going to be boosted by the first impressions that the other side makes when you meet…
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Negotiators Have To Be On The Outlook For Self-Fulfilling Prophecies
When we are preparing for our next negotiation, we will try to take everything that we’re going to be up against into account. What this means is that we’ll study the issues, research who will be on the other side, and we may even check out the location for the negotiation. However, there is one...
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What Makes A Negotiation “Fair”?
When we enter into a negotiation, it is our goal to use our negotiation styles and negotiating techniques reach an agreement with the other side. Although we may never say it, we expect that agreement to be fair for both sides: nobody is going to be taking advantage of anyone else. However, as…
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What’s The Best Way To Prepare For A Negotiation?
When we enter into a negotiation, our goal is to be successful. What that means is that we want to be able to reach an agreement with the other sides that meets our needs no matter what negotiation styles or negotiating techniques are being used. In order for this to happen, we need to take the...
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Negotiators Want To Know: Should We Ever Reveal Our BATNA?
During a negotiation, our goal is always to find ways to use our negotiation styles and negotiating techniques to move the other side closer to reaching a deal with us. There are a lot of different ways that we can go about doing this. One of the biggest questions that we are always facing during…
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What To Do When The Other Side Is Bargaining In Bad Faith
When we enter a negotiation we generally have one goal in mind: we want to reach a deal with the other side. It is our assumption that the other side of the table has the same goal in mind. However, there will be situations in which this may not be the case. As a negotiator, we need to understand...
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3 Ways To Prepare For Your Next Negotiation
I hope that we can all agree that if you want your next negotiation to turn out the way that you want it to, you need to prepare for it. Now, that’s easy to say, but as we all know, it’s actually fairly hard to do. It turns out that the key to successfully preparing for a negotiation is that we...
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3 Ways To Prepare For Your Next Negotiation
I hope that we can all agree that if you want your next negotiation to turn out the way that you want it to, you need to prepare for it. Now, that’s easy to say, but as we all know, it’s actually fairly hard to do. It turns out that the key to successfully preparing for a negotiation is that we...
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How To Use A Range Offer When Using An Anchor In A Negotiation
Most negotiators know that when we are negotiating pricing with the other side, it is always in our best interest to be the first one to make a price offer. This serves to anchor the price and the negotiations can take off from there. However, there is a variation on this practice that a lot of…
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Will You Need Alternative Dispute Resolution During Your Next Negotiation?
As negotiators we all know that there are many different ways to reach an agreement with the other side of the table. We’d all like to be able to use our negotiation styles and negotiating techniques come to a negotiated agreement with them. However, failing that we always have a court case that…
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When And Why Should You Use Back-Channel Negotiations?
In the world of negotiations, one of the most important things that we can do is to be clear. We want the other side to understand what we are asking them for. We also want to make sure where we stand on the issues. However, there will be times that despite the negotiation styles and negotiating...
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Negotiators Need To Learn How To Negotiate Under Pressure
Let’s all face it: pressure is a part of the negotiating process. We wouldn’t know that we were in the middle of a negotiation if we didn’t feel some pressure on us. The problem with this pressure is that it can cause us to make poor decisions. Negotiators can feel pressured to use their...
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When Negotiating Over Price, Your Key To Success Is Preparing Correctly
I don’t know about you, but these days it seems as though more and more of the negotiations that I find myself involved in seem to come down to price. Yes, there may be a number of other items that are being discussed, but we seem to move through those easily. However, when it comes to the final...
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Reach An Agreement By Working Together To Discover Facts
Disagreements are a common part of every negotiation. Using their negotiation styles and negotiating techniques both sides of the table end up seeing things differently and because of that their progress towards reaching an agreement can grind to a halt. When something like this happen, one way…
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How To Get The Other Side To Say “Yes”
From a high level, the art of negotiating looks pretty easy: all you have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them. As we all know, when you get closer to ground level, this negotiating stuff can...
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How To Get The Other Side To Say “Yes”
From a high level, the art of negotiating looks pretty easy: all you have to do is to use your negotiation styles and negotiating techniques to get the other side to say “yes” to whatever you have proposed to them. As we all know, when you get closer to ground level, this negotiating stuff can...
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The Secret To Using Multiple Offers In A Negotiation
How many times have this happened to you? You are in a negotiation and you’ve used all of your negotiation styles and negotiating techniques and you have just about exhausted all of the offers that you can make to the other side. The other side may have also made a number of offers, none of which...
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Just Exactly How Do You Use A BATNA During A Negotiation?
In order to be successful during your next negotiation, you are going to have to make sure that you use all of the negotiation styles and negotiating techniques that are available to you. One of the most powerful tools that we all go into a negotiation with is our Best Alternative To A Negotiated...
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Negotiators Need To Find Ways To Avoid Turf Battles In A Negotiation
Nobody ever said that this negotiating thing was going to be easy to do. This can be especially true when you are involved in a negotiation that has to do with territory, control, rights, or power. Turf battles can arise over any type of scarce or sacred resource in a negotiation. Often in such...
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What Is The Most Important Skill For A Negotiator To Have?
Negotiators are always looking for ways to become better. We’ll read books, we’ll attend courses, and we’ll talk with the experts in order to develop new negotiation styles and negotiating techniques. Our ultimate goal is to find a way to make our next negotiation go quicker and more smoothly as…
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Negotiators Need To Know What Their Dispute Resolution Options Are
The best negotiations happen when we sit down with the other side, have a discussion, make some concessions, and then reach a deal that both sides can live with. We like these kinds of negotiations. However, not all negotiations turn out this way. In fact, sometimes we run into trouble. We reach…
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How Negotiators Can Avoid Conflict
It would be nice if in the world of negotiations we could all just get along. We’d have nice negotiations and there would be no conflict between the different parties. However, as we all know, we don’t live in that world. Instead, sometimes it seems as though conflict rules the day. In fact…
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How Much Should You Share During A Negotiation?
Negotiation is all about sharing. Well, at least pretty much all about sharing. One of the big questions that every negotiator is dealing with when we start a negotiation is just exactly how much we want to share with the other side. We all know that no matter what negotiation styles or…
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Three Types Of Negotiating Skills That You Need To Know
As negotiators, what we are all trying to do is to become better. Our goal is to be able to use our negotiation styles and negotiating techniques to walk away from our next negotiation with the feeling that we got what we wanted and that the other side will come through with the promises that…
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How To Make Sequential Deals During A Negotiation
As negotiators, what we want most out of life is to be able to use our negotiation styles and negotiating techniques to close a deal with the other side that meets our needs. However, it turns out that there just might be something else that we really we really want – our next successful...
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Negotiators Discover That They Need To Limit Their Options
When we enter into a negotiation, what we’d like to be able to do is to use our negotiation styles and negotiating techniques to determine what the other side’s interests are and then reconcile them with our own. Successfully doing this can be quite a process. Attempting to do this can make…
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What Do Ethics Look Like During A Negotiation?
Ah, ethics. We all know about them, we all know that no matter what negotiation styles or negotiating techniques we are using, we should be ethical when we are negotiating, but do any of us really know what it means to be ethical during a negotiation. I mean, we enter a negotiation with one key...
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How Important Is Listening When You Are Dealing With Difficult Negotiations?
As negotiators we are always looking for ways to become better. We would all like to be able to find a “silver bullet” that could allow us to move to the next level. It turns out that there really is no such thing as a silver bullet when it comes to negotiating skills. However, there is one thing...
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The Power Of Body Language In A Negotiation
So it turns out that every negotiation that we are in has two different conversations going on at the same time. The one that we are most familiar with is the one that comes out of our mouth and we can follow along with using our ears. The one that you may not be aware of and which has nothing to...
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What’s The Best Way To Respond To A Threat During A Negotiation?
As negotiators we all understand that threats and ultimatums are a part of the process of negotiating no matter what negotiation styles or negotiating techniques are being used. We’ll make threats sometimes in order to get the attention of the other side and likewise they’ll threaten us. The big...
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First Impressions Do Matter When You Are Negotiating
I’m pretty sure that we’ve all heard that people make first impressions about us. In a negotiation, the expectation that someone is “tough” or “cooperative” can become a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and…
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The Role That Your BATNA Plays In A Risky Negotiation
As a negotiator, who wouldn’t want to walk into a negotiation knowing that you had all of the cards? Knowing that you were in the position of power and the other side had few options – they were going to have to agree with whatever you told them that you wanted? This type of situation does not...
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It Turns Out That Negotiations Are All About The Small Stuff
As negotiators it can be easy for us to focus on using our negotiation styles and negotiating techniques to get the deal that we are working on. However, it turns out that what we really should be thinking about is what we can do in order to make sure that the deal that we’re working on holds up...
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The Best Way To Do Price Anchoring
When we enter into a negotiation, more often than not we have a goal in mind – there is something that we want to get out of the negotiation. That goal often has to do with a price. Perhaps it’s how much we want to sell something for or perhaps it’s how much we want to pay for something. No…
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How To Avoid Deception In Your Next Negotiation
When we are involved in a negotiation, one of the key issues that we have to deal with is trying to determine if the other side is not being completely honest with us. Our goal is to find ways to prevent them from using their negotiation styles and negotiating techniques to be deceptive. The…
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A Good Negotiator Knows How To Build Trust At The Negotiating Table
So what are the most important skills for a negotiator to have? There are many of them; however, hopefully we’d all agree that the bargaining skills and tactics for building trust while negotiating are among the most important. Each time that we start a negotiation we all share the same hopes,...
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The Secret To Successful Distributive Bargaining
So this thing that we call negotiating actually has two different parts to it. The first is called integrative bargaining and it is where we look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. The second is where we use...
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Agree To Disagree By Using Contingent Agreements
How good are you at predicting the future? Are you the person who can always guess who will win the Superbowl each year? Can you guess someone’s age when you meet them the first time? If you are like most of us, the future is a big mystery to you. That’s why a lot of negotiations grind to a halt…
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How Negotiators Can Become Better Listeners
As good as our negotiation styles and negotiating techniques may be, it turns out that we may be missing one of the most important skills that a negotiator must have: the ability to listen well. During a negotiation, it can be very difficult to listen well to the other side when they are...
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How To Use Framing In Your Next Negotiation
As negotiators, our job during a negotiation is to understand what the other side is looking for and then make them an offer. The offer that we present to them will hopefully be what we consider to be a great deal for them. However, sometimes after we’ve made the offer, we’ll get the impression...
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When Should A Negotiator Show Their Hand During A Negotiation?
As I’m pretty sure we all know, every negotiation that we engage in is all about information. What do we know, what don’t we know. For that matter, what does the other side know and what don’t they know? We all do our homework before the negotiation starts so that we’ll have as much information…
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How To Put Your Agreement Into Action
As negotiators, what we tend to focus on with all of our negotiation styles and negotiating techniques, of course, is the negotiations at hand. It turns out that this is just a little bit sad. The reason is because we’re going to all of the work trying to craft an agreement that both sides can…
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The Key To A Successful Negotiation Is Collaboration
As negotiators, our goal during a negotiation is to use our negotiation styles and negotiating techniques to reach a mutually beneficial agreement with the other side. This, of course, brings up the question: what exactly is a mutually beneficial agreement? If you ask around, some negotiation...
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How To Negotiate With Millennials
In the world of negotiating, there are a lot of different challenges that we all face. What many of us are discovering is that one of the biggest challenges that we are having to face happens when we have to negotiate with millennials. In comparison to the baby boomers or the Generation Xers who...
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How Negotiators Can Deal With Last Minute Demands
Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. What this means is that it is possible that after months of negotiation and the use of a wide variety of negotiation styles and negotiating techniques, you reach a detailed agreement with the...
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How Negotiators Can Deal With Last Minute Demands
Negotiators always have to deal with the simple fact that a negotiation is never over, until it’s over. What this means is that it is possible that after months of negotiation and the use of a wide variety of negotiation styles and negotiating techniques, you reach a detailed agreement with the...
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Bring The Power Of MESOs To Your Next Negotiation
As negotiators we all know that it is all too easy for a negotiation to come to a grinding halt. You and the other side have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. At this point, each side is firmly rooted in its position...
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Should Bartering Be One Of Your Negotiating Skills?
When we go looking for new ways that we can be successful during a negotiation, we are often looking for the “next big thing”. We’d like to find a modern negotiating technique that perhaps we’ve not heard of before. However, it turns out that if you really want to expand your negotiating toolbox…
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ABOUT THIS SHOW
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!
HOSTED BY
Jim Anderson
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Frequently Asked Questions
How many episodes does The Accidental Negotiator have?
The Accidental Negotiator currently has 149 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is The Accidental Negotiator about?
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...
How often does The Accidental Negotiator release new episodes?
The Accidental Negotiator publishes regularly with 149 episodes available. Check the episode list for the typical release schedule.
Where can I listen to The Accidental Negotiator?
You can listen to The Accidental Negotiator on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts The Accidental Negotiator?
The Accidental Negotiator is created and hosted by Jim Anderson.
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