Say Hello To The Bogey-Man – A Negotiator’s Best Friend

As a negotiator, the key to your long-term success is to have a number of different techniques that you can use when a situation calls for it. One way to think about this is like a carpenter who has a tool belt with his most commonly used tools on it. As the carpenter is working … Read moreSay Hello To The Bogey-Man – A Negotiator’s Best Friend

Both Win: How To Negotiate A Better Deal For Both Parties

The phrase “win-win” is looking pretty ragged along about now. How about if we talk about the much more meaningful “both win” strategy for negotiating? The key to creating a successful both-win negotiation is to remember that at its heart, negotiation is all about sharing value between both parties. If it was as simple as … Read moreBoth Win: How To Negotiate A Better Deal For Both Parties

Do You Want To Play A Game? EA & Take-Two’s Negotiating Failure

At this blog, we firmly believe that the best negotiating learning comes from observing the real world – not from just reading yet-another-book-on-negotiating. Thankfully, there continue to be a number of fantastic stories in the news that provide key lessons on how companies negotiate with each other and, all too often, what goes wrong… Set … Read moreDo You Want To Play A Game? EA & Take-Two’s Negotiating Failure

How To Make “Total Cost” Work For You When Negotiating A Sale

I suspect that I’m just about every car salesperson’s nightmare. I’m the guy who decides what model car he wants by either personal experience (“I want another one just like that one”) or by reading every car review that I can get my hands on. I then go ahead and spend countless hours online and … Read moreHow To Make “Total Cost” Work For You When Negotiating A Sale

No Ha, Ha At Tata – Negotiation Over Land & A Car Plant

Negotiation is a skill that is used everyday, all around the world. There’s a great example of just how careful one must be when negotiating – remember, as Yogi Berra said “It’s not over until it’s over”. Tata Motors thought that they had successfully negotiated a deal until it started to come undone. Let’s take … Read moreNo Ha, Ha At Tata – Negotiation Over Land & A Car Plant

We’ve Moved (But You Shouldn’t Care)

Over the weekend I moved “The Accidental Negotiator” blog from its comfortable home at Google’s Blogger to a brand new home at a self-hosted WordPress site called, of course, www.theaccidentalnegotiator.com. All of the existing posts and comments have been copied over to the new blog – it is complete. The old blog will continue to … Read moreWe’ve Moved (But You Shouldn’t Care)

Real World Negotiating: Boeing vs. The IAM

If you’ve been following the news lately, you are probably aware the that the International Association of Machinists (IAM) has gone on strike against the Boeing corporation. News reports are saying that Boeing stands to lose up to $100M every day that the machinists are on strike – wow, that’s a lot of money! Boeing’s … Read moreReal World Negotiating: Boeing vs. The IAM

The Delicate Art Of Using Persuasion In Negotiations

So why do we even bother negotiating with the other side? The answer is simple: we need the other side do or provide us with what we want. Study after study has shown that most people (this includes me) believe that we’re so smart that nobody can sell anything to us. Good negotiators know that … Read moreThe Delicate Art Of Using Persuasion In Negotiations