# Watershed Associates > Expert negotiation training and advisory services. We help Global 1000 companies, government agencies, and nonprofits negotiate better deals using our proprietary Best Negotiating Practices(R) (BNPs) framework. > Founded by Steve Wiesner. 30+ years of experience. 40+ countries. 90% repeat clients. 150,000+ engaged learners. Full content: https://www.watershedassociates.com/llms-full.txt Sitemap: https://www.watershedassociates.com/sitemap_index.xml ## Workshop Programs - [Framework for Negotiations](https://www.watershedassociates.com/framework-for-negotiations/): Flagship structured negotiation workshop. Repeatable BNPs framework. Beginner to Advanced. - [The Persuasion Playbook](https://www.watershedassociates.com/the-persuasion-playbook/): Evidence-based ethical influence and persuasion strategies. Intermediate. - [Advanced Negotiations](https://www.watershedassociates.com/advanced-negotiations/): High-intensity workshop for expert negotiators. Power mapping, stakeholder strategy. Advanced. - [Watershed 365+](https://www.watershedassociates.com/watershed-365/): Year-round reinforcement: quarterly 90-min live Zoom workshops + digital resources. Intermediate to Advanced. ## Advisory Services - [Advisory](https://www.watershedassociates.com/advisory/): Expert guidance for high-stakes negotiations. ## Learning Center (93 articles) - Index: https://www.watershedassociates.com/learning-center/ ## All Learning Center Articles - [A Go/No-Go Decision Time](https://www.watershedassociates.com/learning-center/a-go-no-go-decision-time/): Near the end of the Exchange Stage is a critical time for both parties. You have a wealth of information, have developed rapport, and made... - [Anchoring](https://www.watershedassociates.com/learning-center/anchoring/): Recognize AnchoringOne of the most ubiquitous tactics, anchoring is an attempt to launch negotiations from an advantageous statement of value, regardless whether the position is... - [Apologies](https://www.watershedassociates.com/learning-center/apologies/): Effective Apologies in NegotiationsIs this a mea culpa moment where an acknowledgement of one's fault or error is appropriate? You or your predecessor or your... - [Appreciation](https://www.watershedassociates.com/learning-center/appreciation/): People negotiate, not organizations. As trite as it may sound, don't forget to thank the people who worked with you, on your side and the... - [Are Good Negotiators Born or Made?](https://www.watershedassociates.com/learning-center/are-good-negotiators-born-or-made/): Just as you might ask, "Are good leaders born or made?" or "Are good salespeople born or made?" you might also ask, "Are good negotiators... - [Bargain: Stage 3](https://www.watershedassociates.com/learning-center/bargain-stage-3/): The third stage, Bargain, is when the action begins, or at least when there is greater intensity to the interaction.Bargaining has traditionally been the "face-time"... - [BATNA: Best Alternative to a Negotiated Agreement](https://www.watershedassociates.com/learning-center/batna-best-alternative-to-a-negotiated-agreement/): Your Best Alternative To a Negotiated Agreement is a well conceived plan that you are willing and able to execute if no agreement can be reached.The Prepare stage is... - [Best Negotiating Practices Applied Across Cultures](https://www.watershedassociates.com/learning-center/best-negotiating-practices-applied-across-cultures/): With the four key cultural concepts that impact negotiations in mind, let's explore some of the Best Negotiating Practices from a cross-cultural, safe skills perspective.... - [Best Negotiating Practices for all 5 Stages](https://www.watershedassociates.com/learning-center/best-negotiating-practices-for-all-5-stages/): Best Negotiating Practices for all 5 Stages There are three Best Negotiating Practices that come to play in almost every stage of the negotiation.BNP 3:... - [Beware of your Assumptions](https://www.watershedassociates.com/learning-center/beware-your-assumptions/): Re-Organize your data Preparation takes time, but you can't spend all your time digging for information. You have to analyze what you know so far.... - [Bluffing](https://www.watershedassociates.com/learning-center/bluffing/): Recognize Bluffing An unlikely or outrageous statement used to influence, motivate, or drive concessions. A party pretends they will do that which they have no... - [BNP 3: Listen Loudly](https://www.watershedassociates.com/learning-center/bnp-3-listen-loudly/): Listening Enhances Understanding of InterestsOne of the best ways to persuade others is with your ears. Good negotiators are good listeners. Listening in itself can... - [BNP 5: Managing Emotions as You Negotiate](https://www.watershedassociates.com/learning-center/bnp-5-managing-emotions-as-you-negotiate/): You can prepare thoroughly, be great with the Negotiator's Probe, sort out interests and positions, and develop a winning strategy, but it won't be enough.... - [Body Language and other Nonverbal Cues Across Cultures](https://www.watershedassociates.com/learning-center/body-language-and-other-nonverbal-cues-across-cultures/): Nonverbal Communication and Body Language: Safe Skills Eye contact is a very powerful yet unconscious means of communicating, and the way it is used varies... - [Build Rapport](https://www.watershedassociates.com/learning-center/build-rapport/): The Exchange Stage provides the best opportunity to get to know the other side. Why is this an ideal time? Because the period of initial... - [Challenge First Offers](https://www.watershedassociates.com/learning-center/challenge-first-offers/): Always be ready to challenge someone's first offer - even if their first offer is at or better than your goal.Why? Three reasons: You can... - [Collaborative Negotiation is an Attitude](https://www.watershedassociates.com/learning-center/collaborative-negotiation-is-an-attitude/): How Do You Define Collaborative Negotiation?As you might expect, many definitions exist for collaborative negotiations. For example:"A communication process that may take place whenever you... - [Commitment Varies Across Cultures](https://www.watershedassociates.com/learning-center/commitment-varies-across-cultures/): Commitment ExpectationsYou may think the parties are committed to deal terms, and may even have a written agreement in place. But depending on the culture, the... - [Conclude: Stage 4](https://www.watershedassociates.com/learning-center/conclude-stage-4/): Stage 4 is the time for agreement. To reach this stage you long ago determined that interests are aligned and that reaching agreement is in... - [Country List of Cultural Characteristics](https://www.watershedassociates.com/learning-center/country-list-cultural-characteristics/): The following list is very simplified. If you are planning on doing business in a specific culture, it is important that you investigate that culture... - [Crunch Tip Sheet](https://www.watershedassociates.com/learning-center/crunch-tip-sheet/): The Tactical Negotiator's ProbeThe Tactical Negotiator's Probe, a "crunch," is a common tactic used across the globe, and is a response to an offer that... - [Crunching](https://www.watershedassociates.com/learning-center/crunching/): A simple but very popular and universal Probe is known as the "Crunch," or the "tactical probe." A Crunch is a response to an offer... - [Deadlines](https://www.watershedassociates.com/learning-center/deadlines/): Recognize DeadlinesImposing real or arbitrary time limits on decision making.Deadlines come in many forms and at many points throughout the negotiation. Deadlines can be justified... - [Demonstrate Fairness](https://www.watershedassociates.com/learning-center/demonstrate-fairness/): BNP 18: Use the Power of Legitimacy and Objective CriteriaKey aspects to effective negotiations are: Finding interests − why they/we want what they/we want Taking... - [Develop a Joint Agenda](https://www.watershedassociates.com/learning-center/develop-a-joint-agenda/): The agenda is the bridge that helps you cross over from the Exchange Stage to the Bargaining Stage.You will have a prepared agenda draft but,... - [Direct Communication vs. Indirect Communication](https://www.watershedassociates.com/learning-center/direct-communication-vs-indirect-communication/): What is the best way to communicate with others?In cultures with direct communication style (which tend to correlate with task-oriented cultures), such as U.S. Americans,... - [Dominate Stress During Negotiations](https://www.watershedassociates.com/learning-center/dominate-stress-during-negotiations/): Two casualties of stress are memory and creativity, fundamental requirements for success in negotiating. "Thinking outside the box" can save many negotiations, but creativity may... - [End-runs](https://www.watershedassociates.com/learning-center/end-runs/): Recognize End-runs After being rejected, taking a proposal directly to the other side's stakeholders or higher authority, or other third parties to pressure a counterpart... - [Everything is negotiable](https://www.watershedassociates.com/learning-center/everything-is-negotiable/): BNP 1: Everybody is a Negotiator and Everything is Negotiable Why Negotiate? Collaborative negotiating is the primary focus of most decision making in the 21st century.... - [Execute: Stage 5](https://www.watershedassociates.com/learning-center/execute-stage-5/): The most important thing to remember about stage 5 of the negotiation framework is that when you execute, or implement the terms of an agreement,... - [Expressive vs. Reserved Style](https://www.watershedassociates.com/learning-center/expressive-vs-reserved-style/): How will emotions be perceived in negotiations?Another point to keep in mind regarding communication is that cultures vary in how they view the expression of... - [Fill in the Knowledge Gaps](https://www.watershedassociates.com/learning-center/fill-in-the-knowledge-gaps/): No matter how good your research in the Preparation Stage, there are just some things that can't be discovered until you start discourse with the... - [Final Written Agreements](https://www.watershedassociates.com/learning-center/final-written-agreements/): The individual negotiators are not typically the ones to prepare final written agreements. But understanding the basics of those agreements can be helpful so that... - [Four Critical Assessments](https://www.watershedassociates.com/learning-center/four-critical-assessments/): There are four assessments you want to make as you go about the Exchange Stage: trustworthiness, competency, likeability, and alignment of interests. The Exchange Stage... - [Gaining Commitment](https://www.watershedassociates.com/learning-center/gaining-commitment/): What is commitment?Commitment is what each side has agreed that it will do or not do. Commitments should be: Practical - reasonable, attainable and doable... - [Good Cop/Bad Cop](https://www.watershedassociates.com/learning-center/good-cop-bad-cop/): Recognize Good Cop/Bad CopInsinuating you are empathetic to the other side's position, but insisting you must consult a member of your team who constantly objects,... - [Handling Objections: When They say "No"](https://www.watershedassociates.com/learning-center/handling-objections-when-they-say-no/): An objection, honestly stated, is just another way of inviting you to satisfy a concern or need that you did not address earlier in your... - [Hollywooding](https://www.watershedassociates.com/learning-center/hollywooding/): Recognize HollywoodingDeclaring that an issue or concession is extremely important so that you can gain more credit or advantage when you give it up.Hollywooding a... - [How to Prepare](https://www.watershedassociates.com/learning-center/how-to-prepare/): Begin by sitting down in a quiet space. Affirm to yourself and team members that you will be effective listeners. Affirm that you are skilled... - [How to Start Building Rapport](https://www.watershedassociates.com/learning-center/how-to-start-building-rapport/): Build personal and professional alignment before you talk about the issues. You can use these reference points throughout the negotiation and the relationship to initiate... - [Impasse](https://www.watershedassociates.com/learning-center/impasse/): It is unusual to reach the Conclude Stage of negotiations, where all major issues have been resolved, and find yourself at an unexpected impasse. Impasse... - [Information Exchange: Stage 2](https://www.watershedassociates.com/learning-center/information-exchange-stage-2/): Stage 2 is the Information Exchange step in the framework. While the overriding goal of this stage is to build trust, there are several other... - [Initial Points to Consider in Preparation](https://www.watershedassociates.com/learning-center/initial-points-to-consider-in-preparation/): Diligent preparation always pays off. But before you get in too deep, give yourself an overview of the situation. You won't want to miss the... - [Insights of a US American Negotiator on Fairness at the Bargaining Table](https://www.watershedassociates.com/learning-center/insights-of-a-us-american-negotiator-on-fairness-at-the-bargaining-table/): The United States was founded on the central proposition that all people are created equal. I grew up steeped in the U.S. American culture of... - [Interests versus Positions](https://www.watershedassociates.com/learning-center/interests-versus-positions/): Understanding the difference between interests and positions is a cornerstone of collaborative negotiation success. Positions Interests What they say they want Why they want it... - [Introduction to Negotiating Tactics](https://www.watershedassociates.com/learning-center/introduction-to-negotiating-tactics/): Negotiation tactics are maneuvers one side uses to provoke movement or gain advantage over the other side. Tactics can be done in a way that... - [Learn Their Interests](https://www.watershedassociates.com/learning-center/learn-their-interests/): You don't want to assert your positions in the Exchange Stage. You are building a relationship and discovering critical information, not making demands. This is... - [Lessons Learned](https://www.watershedassociates.com/learning-center/lessons-learned/): After a break from any extended negotiations, it helps to take a critical assessment of the highlights and shortcomings of a negotiation. We can learn... - [Limited Authority](https://www.watershedassociates.com/learning-center/limited-authority/): Recognize Limited AuthorityComing to negotiations with authority to bind your organization only at the level of your Goal or without the authority to make creative... - [Making and Managing Concessions](https://www.watershedassociates.com/learning-center/making-and-managing-concessions/): During Bargaining you must make concessions. The essence of bargaining is that you have to give to get. The whole reason you are engaged with... - [Monitoring of Performance](https://www.watershedassociates.com/learning-center/monitoring-of-performance/): Somebody has to monitor performance. It may not be you. At a minimum there should be a monitoring mechanism that is commensurate with the expectation... - [Negotiating Before, During or After Meals in Cross Cultural Settings](https://www.watershedassociates.com/learning-center/negotiating-before-during-or-after-meals-in-cross-cultural-settings/): The Minefield of Negotiating Around MealsAt what point should you initiate business topics at a meal? In task-oriented countries, especially the U.S., it is not... - [Negotiating in a Foreign Language](https://www.watershedassociates.com/learning-center/negotiating-in-a-foreign-language/): The Challenge of Negotiating in a Foreign or Second LanguageNever underestimate the difficulties of doing business in a foreign language.If your counterpart is doing business... - [Negotiating in Teams](https://www.watershedassociates.com/learning-center/negotiating-in-teams/): Keys to Success Negotiate as a team, but prepare as a group of creative individuals. Avoid "group think;" encourage individual input to stimulate creativity. Present... - [Negotiating Over Email](https://www.watershedassociates.com/learning-center/negotiating-over-email/): Email Negotiation How to Harness the Power and Avoid the Pitfalls of Negotiating over Email In our consulting and training practice, we're often asked if... - [Negotiating The Best Deal On A New Car](https://www.watershedassociates.com/learning-center/negotiating-the-best-deal-on-a-new-car/): No matter how complicated the business, no matter how desperate the company for focused and insightful coaching of its stagnated sales team, no matter how... - [Negotiating via Zoom or Teams](https://www.watershedassociates.com/learning-center/negotiating-via-zoom-or-teams/): Virtual Negotiation How to Negotiate Effectively on Zoom, Teams, and Other Video Platforms In our consulting and training practice, we're seeing a dramatic shift in... - [Negotiation Preparation](https://www.watershedassociates.com/learning-center/negotiation-preparation/): The first stage, Preparation, is probably the most important stage of the framework for collaborative negotiations. Preparation is so critical because this is when you... - [Negotiation Safe Skills for Bargaining Across Cultures](https://www.watershedassociates.com/learning-center/negotiation-safe-skills-for-bargaining-across-cultures/): Conducting negotiations in a global setting requires an understanding of cultural differences. There are many books addressing the subject, some focusing more on etiquette practices... - [Negotiation Stages Introduction](https://www.watershedassociates.com/learning-center/negotiation-stages-introduction/): There is no magic or mystery to negotiations or to what makes a master negotiator. There are 5 steps and practices that consistently work. The... - [Nibble](https://www.watershedassociates.com/learning-center/nibble/): Recognize The NibbleA small concession, maybe 1 or 2% of the total agreement/solution, which is asked for in return for concluding the negotiations with an... - [Offers and Proposals](https://www.watershedassociates.com/learning-center/offers-and-proposals/): You cannot negotiate an argument. You can negotiate proposals. In fact, the most powerful thing you can do in a negotiation is make offers and... - [Opening Proposals](https://www.watershedassociates.com/learning-center/opening-proposals/): You only get one chance to open so it has to be right.It's time to begin Bargaining.Think big, not small. Start high, start low -... - [Preparation Quick Checklist](https://www.watershedassociates.com/learning-center/preparation-quick-checklist/): Use this checklist to prepare for your next negotiation. Add additional items that are critical to your situation. Develop fact base Define the scope Identify... - [Probe Challenges](https://www.watershedassociates.com/learning-center/probe-challenges/): What if Probing isn't working? "Why" and "Why not" can feel like an attack. How else can we ask Why to engage rather than interrogate?... - [Probe Starters](https://www.watershedassociates.com/learning-center/probe-starters/): Use the following sentence starters to help you identify Probes that may be useful in your next negotiation situation.Example Probe starters: Why? Why not? Why... - [Probing in Bargain Stage](https://www.watershedassociates.com/learning-center/probing-in-bargain-stage/): BNP 16: Use the power of The Negotiator's Probe to get them to move and to explore options. Probing is a type of questioning used... - [Probing in Exchange Stage](https://www.watershedassociates.com/learning-center/probing-in-exchange-stage/): An effective tool to use during the Exchange Stage - and throughout Bargaining - is called the "Probe." The Negotiator's Probe is an open-ended question... - [Problem Solving with Creativity](https://www.watershedassociates.com/learning-center/problem-solving-with-creativity/): BNP 17: Trade Creative Concessions We are born creative. Infants design sounds and even words to make their needs known. As young children, we talk... - [Psychological Drivers that Make Demonstrating Fairness So Powerful](https://www.watershedassociates.com/learning-center/psychological-drivers-that-make-demonstrating-fairness-so-powerful/): Why is BNP 18 -- demonstrating fairness -- so Powerful?Consistency - a desire to appear fair - is inherent in us, probably as a long... - [Recognizing and Defending Against the Crunch](https://www.watershedassociates.com/learning-center/recognizing-and-defending-against-the-crunch/): Recognize the CrunchA Crunch is a response to an offer that does not come in the form of a counter-offer (sometimes called a Flinch or... - [Recommended Reading on Negotiations](https://www.watershedassociates.com/learning-center/recommended-reading-on-negotiations/): 3D Negotiation by David A. Lax and James K. Sebenius Au Contraire!: Figuring Out the French by Gilles Asselin and Ruth Mastron Bargaining for... - [Red Herring](https://www.watershedassociates.com/learning-center/red-herring/): Recognize Red HerringsDiverting a party's attention from the real issue to something tangential or unrelated, thus allowing the diverting party to gain some advantage.Expect this... - [Renegotiations](https://www.watershedassociates.com/learning-center/renegotiations/): An agreement is an agreement. But in a relationship that is valuable, parties recognize that when critical underpinnings of an agreement change, they may be... - [Research](https://www.watershedassociates.com/learning-center/research/): Map out your research: The Players The Fact Base Standards and Benchmarks Research the Players - Stakeholders, Your Team, and The Other PartyStakeholdersMake a list... - [Results of Effective Probing and Crunching](https://www.watershedassociates.com/learning-center/results-of-effective-probing-and-crunching/): Results of Effective Probing and Crunching Maintains control of agenda Keeps parties engaged in productive dialogue Isolates real areas of interest and concern Uncovers hidden... - [Say "Yes, if..." (and Know When to Say "No")](https://www.watershedassociates.com/learning-center/never-say-no-or-yes-say-yes-if/): The Problem With "No" (and "Yes") We have a natural tendency to respond to requests with a simple "yes" or "no." In negotiations, both responses... - [Set the Stage](https://www.watershedassociates.com/learning-center/set-the-stage/): Know the Relationship You Want to BuildIf it is a long-term partnership you seek, then you must establish a relationship based in trust, mutual respect,... - [Summarize Negotiations](https://www.watershedassociates.com/learning-center/summarize-negotiations/): The three levels of summarization After much has been discussed at the "negotiating table" BARGAIN End of bargaining round/meeting, before taking break BARGAIN The final... - [Surprise Attack](https://www.watershedassociates.com/learning-center/surprise-attack/): Recognize the Surprise AttackRaising a previously undisclosed issue for the purpose of catching the other side unprepared and gaining an advantage in bargaining.The surprise attack... - [Tactics across cultures: Crunch and Nibble](https://www.watershedassociates.com/learning-center/tactics-across-cultures-crunch-and-nibble/): Crunch and Nibble are Common Tactics Across Cultures The Crunch Should you use Crunches when negotiating with someone from another culture? Absolutely. Cultures which have... - [Task Orientation vs. Relationship Orientation](https://www.watershedassociates.com/learning-center/task-orientation-vs-relationship-orientation/): Which takes priority, individual accomplishment and responsibility, or maintaining human relationships?In task-oriented cultures, such as Australia, Germany, the Netherlands, and the U.S., the primary means... - [The Art of the 100/100 Deal for Airports](https://www.watershedassociates.com/learning-center/the-art-of-the-100-100-deal-for-airports/): There's always room for negotiation.That's the good news. There's even better news: By being willing and ready to negotiate - and doing it well -... - [The Negotiating Envelope](https://www.watershedassociates.com/learning-center/the-negotiating-envelope/): In the Preparation stage, you have to develop your Negotiating Envelope: Goals, Most Desired Outcomes (MDO), Least Acceptable Agreements (LAA), and Best Alternatives to a Negotiated... - [Time and Patience in Negotiations](https://www.watershedassociates.com/learning-center/time-and-patience-in-negotiations/): Another Best Negotiating Practice that comes into play throughout the negotiation process is your use of time and exercise of patience. A quick solution may... - [Tools of Influence](https://www.watershedassociates.com/learning-center/tools-of-influence/): Negotiation - One of Four Major Influence Tools Negotiation is a critical tool to influence decision-making. But it is not always the right tool for... - [Ultimatums](https://www.watershedassociates.com/learning-center/ultimatums/): Recognize UltimatumsA final proposal that is delivered as not negotiable, often referred to as "Best and final," or "Take it or leave it."An ultimatum typically... - [Urgent vs. Relaxed](https://www.watershedassociates.com/learning-center/urgent-vs-relaxed/): How do different cultures manage time?Cultural attitudes about time usually run between urgent (or brisk) to relaxed. How long should it take to establish a... - [What Can Obstruct Performance](https://www.watershedassociates.com/learning-center/what-can-obstruct-performance/): Even the best of agreements can result in conflict during execution. Look out for these obstacles, and remember to apply the lessons learned from your... - [What Negotiating Strategy to Use?](https://www.watershedassociates.com/learning-center/what-negotiating-strategy-to-use/): Knowing your negotiation environment is critical to using the most appropriate strategy. We call this "Situational Awareness." In most situations you have a choice of... - [Who Opens First in Negotiations?](https://www.watershedassociates.com/learning-center/who-opens-first-in-negotiations/): Who Should Open First in Negotiations? One school of thought is "Never Open First". Experience shows that the "Never Open First" approach is too simplistic and promotes... - [Why Not Negotiate?](https://www.watershedassociates.com/learning-center/why-not-negotiate/): The pace of change, the global marketplace, and the unexpected connections among the people with whom you do business demand that you develop lasting business... - [Women Negotiating in a Gender Biased Situation](https://www.watershedassociates.com/learning-center/women-negotiating-in-a-gender-biased-situation/): Women negotiators are often concerned about how to gain credibility and respect when working with cultures strong gender bias. Interestingly, the key is not so... ## Key Pages - [About](https://www.watershedassociates.com/about/) - [Advisory](https://www.watershedassociates.com/advisory/) - [Contact](https://www.watershedassociates.com/contact/) - [Learning Programs](https://www.watershedassociates.com/learning-programs/)