In A Negotiation, It’s Not What You Know, But What People Think You Know

I wish that I could tell you that I know everything that has to be known in this world. However, the truth is that I actually know very little when you consider all that there is to know. What this means is that when I walk into a negotiation, I’m really at a bit of … Read moreIn A Negotiation, It’s Not What You Know, But What People Think You Know

In A Negotiation, Legitimacy Is Not Always As It Seems

During a negotiation you always need to be asking yourself, what’s true and what’s not? You’d think that it would be easy to keep this kind of question in mind at all times; however, it turns out that it’s not. What can happen is that false legitimacy starts to creep into the negotiation and then … Read moreIn A Negotiation, Legitimacy Is Not Always As It Seems

Why Doubt Is A Good Thing For Negotiators To Have

As human beings, we are naturally inclined to believe what other people tell us. That’s how we make it through a day and that’s how we are able to get things done. Then there are negotiations. The other side of the table wants something from us and we can’t always be certain that they are … Read moreWhy Doubt Is A Good Thing For Negotiators To Have