Good Negotiators Know How To Become Bookkeepers

The more complicated a negotiation is, the less likely it is that you’re going to be able to reach a deal with the other side of the table. In many negotiations there are just too many things for both parties to try to keep straight. Add this to all of the different negotiation styles and … Read more

The Best Way To Break A Deadlock: One Step At A Time

In almost every negotiation, a deadlock can occur. Deadlocks are simply part of the negotiation definition. When this happens we all have that sinking feeling in our stomach: oh, oh – we’re not going to be able to reach a deal here. In some cases it turns out that we can’t reach a deal; however, … Read more

Defenses Against Negotiating Dirty Tricks

Hopefully we all realize that the world is full of folks who have no reservations about resorting to dirty tricks as a part of their negotiation styles and negotiating techniques during a negotiation. As a negotiator this means that you’re going to be encountering dirty tricks all the time no matter how hard you try … Read more

In The End, It’s What’s In The Contract That Really Counts

There’s a dirty little secret in the world of negotiations that none of us really like to talk about. We like to think that in order to get the other side of the table to do something, all we have to do is to execute the negotiation process to reach a deal with them, get … Read more

Negotiators Always Have To Be Worried If The Other Side Is A “Nice Guy”

Once you do deal with the other side of the table, you should have a pretty good read on them right? You feel that you know and understand their negotiation styles and negotiating techniques. As you move forward and do more deals with them you should have a good understanding of what to expect from … Read more