As the captain of the Titanic, Edward John Smith, did a fairly good job of looking out for the parts of icebergs that were above water. What got him in the end is when the Titanic hit a part of an iceberg that he couldn’t see because it was below water. In negotiating, all too … Read more How Do You Deal With The Rest Of The Iceberg During A Negotiation?
Ah, the things that they don’t teach us in school – like the fine art of nibbling. No, I’m not talking about the process by which you take an hour to eat a cookie by making small bites all around the outside until the whole cookie has been eaten. Instead, I’m referring to the well … Read more Do You Mind If I "Nibble" On You?
What the heck is a Krunch? In a nutshell, it’s a negotiating technique that a buyer can use to squeeze a lower price / better terms out of someone who wants to sell them something. I’ve seen this technique used most often when I’ve been buying a house – it’s a classic. I guess that … Read more It’s Krunch Time!
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 to go down to the bazaar after dinner to see what was available. While shopping I happened upon an old man who was selling (fake) Rolexs. When I asked him … Read more Testing The Waters: Does The Other Side Really Mean That?
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 a list of local electronics stores and he was checking them off with a pencil one-by-one all the while he was surfing a seemingly endless set of web sites and … Read more The James Bond Approach To Negotiating
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 to do with money and lots of it. We’re probably talking about billions and billions here. Well guess what, a whole bunch of them work for the World Trade Organization … Read more Even The Experts Screw Up: 7 Years Of Wasted Negotiations
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 can end up costing you a lot of real money even if you don’t think that you made any concessions during the negotiation! We all know what “real” money is … Read more Funny Money Ain’t So Funny When It’s YOUR Money
Although we pride ourselves on living in modern times, the art of negotiating is an ancient skill that our relatives who lived in more humble times probably did better than we do. Don’t despair — there’s no need to feel like a dummy! What your ancestors once knew can be quickly relearned! (plus you already … Read more You Want A Bargain? Learn How Other Cultures Barter
It’s sorta old news at this point in time, but Microsoft’s offer to buy Yahoo fell through. What’s interesting about this from an Accidental Negotiator point-of-view is that it offers a number of important lessons for us mere mortals who only occasionally get to practice negotiating. First we need to set the stage. According to … Read more Microsoft / Yahoo — When Negotiations Go Bad
It really doesn’t matter if you are negotiating to buy a car, buy a house, buy a new email system for your company, or just where you and your significant other will go out to dinner on Friday night. In every negotiating situation, you need to realize that there are different roles to be played … Read more Got To Keep ‘Em Separated — Roles In Negotiating