Ok, so the title for this post is a bit screwy, but hopefully the point is clear: at the end of the day, negotiating is all about having both sides leave the negotiating table feeling satisfied. They may have had to give in on some things; however, in the end they both got what they … Read more10 Tips For Getting Satisfaction While Negotiating
I believe that by now we all probably have somewhat of a love / hate relationship with Donald Trump (“The Donald” if you like). No matter how you feel about the guy, you have to give him credit – he’s done quite well for himself. What’s interesting is that as caught up in himself as … Read more3 Negotiation Tips From The Master: Donald Trump
We’ve talked before about the labor negotiatons and the strike that is happening at Boeing. Since we last talked, the International Association of Machinists and Aerospace Workers has gone out on strike against Boeing. This has caused Boeing’s commercial airplane factories to be idled for over three weeks so far. Probably what’s even more important … Read moreWhatever Happened To That Boeing Negotiation?
The phrase “win-win” is looking pretty ragged along about now. How about if we talk about the much more meaningful “both win” strategy for negotiating? The key to creating a successful both-win negotiation is to remember that at its heart, negotiation is all about sharing value between both parties. If it was as simple as … Read moreBoth Win: How To Negotiate A Better Deal For Both Parties
At this blog, we firmly believe that the best negotiating learning comes from observing the real world – not from just reading yet-another-book-on-negotiating. Thankfully, there continue to be a number of fantastic stories in the news that provide key lessons on how companies negotiate with each other and, all too often, what goes wrong… Set … Read moreDo You Want To Play A Game? EA & Take-Two’s Negotiating Failure
I suspect that I’m just about every car salesperson’s nightmare. I’m the guy who decides what model car he wants by either personal experience (“I want another one just like that one”) or by reading every car review that I can get my hands on. I then go ahead and spend countless hours online and … Read moreHow To Make “Total Cost” Work For You When Negotiating A Sale
Negotiation is a skill that is used everyday, all around the world. There’s a great example of just how careful one must be when negotiating – remember, as Yogi Berra said “It’s not over until it’s over”. Tata Motors thought that they had successfully negotiated a deal until it started to come undone. Let’s take … Read moreNo Ha, Ha At Tata – Negotiation Over Land & A Car Plant
If you’ve been following the news lately, you are probably aware the that the International Association of Machinists (IAM) has gone on strike against the Boeing corporation. News reports are saying that Boeing stands to lose up to $100M every day that the machinists are on strike – wow, that’s a lot of money! Boeing’s … Read moreReal World Negotiating: Boeing vs. The IAM
So why do we even bother negotiating with the other side? The answer is simple: we need the other side do or provide us with what we want. Study after study has shown that most people (this includes me) believe that we’re so smart that nobody can sell anything to us. Good negotiators know that … Read moreThe Delicate Art Of Using Persuasion In Negotiations
Ah body language, the secret communications channel that we couldn’t turn off if we wanted to. When we are negotiating it’s important to remember that your body is giving off all sorts of signals that you may or may not want it to be sending. I’m not sure if you can prevent your personal body … Read moreDoes Your Body Language Mumble?