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 shows up. What they are missing is that a negotiation is not necessarily a contest. When there is a deal to be done or a contract to be signed then … Read moreDeal + Negotiation = Contract (or the Four Modes To Get You There!)

The Seven Deadly Sins Of Preparing To Negotiate

You wouldn’t show up for a job interview naked (well, let’s say that you wouldn’t show up naked for MOST job interviews). You wouldn’t sit down to gamble in Las Vegas unless you knew the rules of the game. You wouldn’t start to run a marathon while wearing snow boots. So why would you ever … Read moreThe Seven Deadly Sins Of Preparing To Negotiate

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