Monthly Archives: January 2016

How To Use The Zone Of Uncertainty In Your Next Negotiation

One of the biggest questions that we all struggle with when we are in the middle of a negotiation has to do with goals. When a negotiation includes such items as price or delivery dates, we need to understand what we want and then we need to understand how we’re […]

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Negotiators Know That They Need To Know When To Use Power

More power. Is that really asking too much? As a negotiator, it sure seems as though all that any of us really wants is more power. If we could get that, so the thinking goes, then we could get the deal that we’re looking for and the world would be […]

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