Stop Saying Dumb Things During Your Negotiations!

A lot of times when we look back over a negotiation that we’ve participated in, we’ll try to determine where things went wrong. How did a negotiation that was supposed to be simple suddenly become so hard? We might want to think that the negotiation styles and negotiating techniques that the other side put them … Read more

Why Playing Dumb Is The Right Thing To Do In A Negotiation

I don’t know about you, but I like it when I’m able to impress other people with just how smart I am. I like to show them that I’ve researched the issues that we’re negotiating and that I have a lot of experience in this area. However, it turns out that this might be the … Read more

Why Understanding How The Other Side Thinks Is So Important In A Negotiation

I can only speak for myself, but as of yet I have not figured that whole “mind reading” thing out. What this means is that if I want to understand how the other side of the table is viewing the negotiation that we are currently involved in no matter what negotiation styles or negotiating techniques … Read more