I want you to spend a moment thinking about the last time that you walked into a room in order to start a negotiation. Where was your head at? Did you look across the table and see reasonable people who were there trying to find a way to reach a deal with you? Or were … Read moreWhat Role Do Emotional Triggers Play In Our Negotiations?
So here’s an interesting question for you: what is the goal of your next negotiation. Yes, yes, I know that you want to walk away from the table with a good deal (and so does the other side), but is that really your goal for the negotiations? Do you think that it would be possible … Read moreWhat Does It Take To Feel Good About A Negotiation?
When we think about what it is going to take for us to be successful in our next negotiation, we often think that what we need to do is to master some more negotiation styles or negotiating techniques. It turns out that this is not the case. Instead, what we need to do is to … Read moreThe Role That Identification And Morality Play In Negotiations
I’m all about doing my homework before I start a negotiation. I’ll have a talk with Google, call up people that the other side of the table have negotiated with in the past, and I’ll study the issues that we’ll be discussing. However, no matter how good of a job that I do in preparing … Read moreHow To Get The Other Side To Tell You What You Need To Know