Tag Archives: negotiations

What You Need to Know About Integrative Negotiations

Steven Imke — June 14, 2020 Negotiations can fall into one of 2 camps. Distributive negotiations and Integrative negotiations. In this post, we discuss what you need to know about integrative negotiations. Unlike distributive negotiations where each party tries to negotiate a single item such as the price of an item, integrative negotiation entails several … Continue reading What You Need to Know About Integrative Negotiations

What You Need to Know About Distributive Negotiations

Steven Imke — June 5, 2020 Negotiations can fall into one of 2 camps- Distributive negotiations and Integrative negotiations. In this post, we discuss what you need to know about distributive negotiations. Distributive negotiation is the process of dividing up the value pie during negotiations. Distributive negotiation can be thought of as haggling. Distributive negotiations … Continue reading What You Need to Know About Distributive Negotiations

How to Keep Your Cool – Even in Tense Negotiations

Mladen Kresic — August 9, 2019 Follow @KRNegotiators — August 9, 2019 I have written quite a bit about how to sharpen you and your team’s professional negotiation skills to close larger deals, faster. However, there are many times professionals lose otherwise quality deals because the seller, the buyer or both, can’t keep their calm … Continue reading How to Keep Your Cool – Even in Tense Negotiations

Why You Need Better Than BATNA: Formulating a Defensible “Walk Away” Rationale in Negotiations

Mladen Kresic — January 23, 2018 Follow @KRNegotiators — January 23, 2018   Either through becoming emotionally invested, getting pressure from leadership or being unable to analyze key factors that should indicate retreat, business negotiators often find themselves spending long amounts of time on deals of diminishing — or even illusory — value. One of … Continue reading Why You Need Better Than BATNA: Formulating a Defensible “Walk Away” Rationale in Negotiations