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Monthly Archives: January 2014

Negotiators Know To Never Take Things At Face Value

Ah trust. It’s one of the little things that allows us to interact with people every day – we assume that they will do what they promise to do and likewise the people that we interact with assume that we’ll keep our word. You would think that going into a […]

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Negotiators Need To Learn When To Bend Without Breaking

Hey hard-charging negotiator, when your next negotiation starts will you have a plan mapped out for how you are going to be able to get to a deal with the other side? If so, how committed to that plan are you going to be – are you going to follow […]

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The Negotiating Trust Discount Factor

Can you negotiate with the other side of the table if they don’t trust you? It’s an interesting question and more than once I’ve run into negotiators who have told me that the answer is “no”. I believe that they are wrong, yes you can negotiate with just about anybody […]

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