NASA’s Guide To Negotiation Goal Setting: Aim For The Moon!
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The Accidental Negotiator Archive
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Real Life Negotiating Lessons: Verizon vs. The CWA & IBEW
In case you haven’t been watching the news lately, the telecommunications giant Verizon has been locked in labor negotiations with the Communication Workers of America
Testing The Waters: Does The Other Side Really Mean That?
Just a little over 20 years ago, I found myself in the middle-east on a business trip. The folks that I was traveling with decided
The James Bond Approach To Negotiating
The other day I happened to drop in on my friend Mike only to discover him hard at work on some mysterious project. He had
Even The Experts Screw Up: 7 Years Of Wasted Negotiations
What would you expect the very best negotiators in the world would spend their time doing? Whatever it was, it would have to have something
Three Secrets That Have Been Missing From Negotiation Training
This is going to be a bit of a rant, so I should probably apologize for that in advance. Over the past 10 years I
Make More Sales: Understanding Buyer Power & What To Do About It
So you want to sell something (perhaps yourself for a new job?) and you feel that the other side (the buyer) has all the power.
Funny Money Ain’t So Funny When It’s YOUR Money
In the world of negotiating we spend a lot of time talking about “funny money” and so you should know what it is because it
Deals That Make Money: How To Plan Your Concession
When negotiating deals with someone, you realize that they aren’t just going to roll over and give you everything that you ask for. Instead, they
Deal + Negotiation = Contract (or the Four Modes To Get You There!)
Too many people look at a negotiation in a negative way. They sigh, and instantly become tired whenever the prospect of entering into a negotiation