How Do You Deal With The Rest Of The Iceberg During A Negotiation?

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 moreHow Do You Deal With The Rest Of The Iceberg During A Negotiation?

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 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 moreEven The Experts Screw Up: 7 Years Of Wasted Negotiations

You Want A Bargain? Learn How Other Cultures Barter

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 moreYou Want A Bargain? Learn How Other Cultures Barter

Microsoft / Yahoo — When Negotiations Go Bad

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 moreMicrosoft / Yahoo — When Negotiations Go Bad

Got To Keep ‘Em Separated — Roles In Negotiating

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 moreGot To Keep ‘Em Separated — Roles In Negotiating