Complex Negotiation Tips

Learn how to successfully manage the most difficult negotiations, including those with multiple parties and multiple offers.

Introduction

• What makes a negotiation complex?

1. Multiparty Negotiations

• Coordinating negotiation teams
• Handling multiple negotiation partners
• Using agents in negotiation
• Communicating with constituents during negotiation
• International negotiation

2. Long-Term Orientation

• Maintaining relationships while negotiating price
• Managing relationships away from the table

3. Complicated Planning

• Making the first offer when negotiating
• Making multiple opening offers
• Understanding psychological traps when negotiating

4. Personal Demeanor

• Is it best to be nice or be aggressive when negotiating?
• Handling tough negotiators
• Gender and negotiation

Conclusion

• Experimenting with strategies