One of the most fundamental questions about any negotiation that has to be answered is who should be running the show? If you ask most of us, we’d tell you that it’s the person who is ultimately in charge – the big man (or woman). It turns out that this is the wrong answer. We … Read more The Worst Person To Negotiate For You Is – You!
A question that I am often asked by negotiators who are just starting out is what they should be concentrating on during a negotiation. Let’s face it, each negotiation that we are involved in consists of a lot of different moving parts and if you don’t know where your focus should be, your attention will … Read more When You Are Negotiating, It’s All About The Big Picture
In order to reach a deal with the other side of the table, you are going to have to be flexible. However, this brings up the interesting question: just exactly how flexible are you going to have to be? The one thing that you don’t want to allow to happen is for the other side … Read more How To Not Be A Pushover In Your Next Negotiation
Our goal when entering into a negotiation with anyone is to be able to walk away with the best deal possible. Just exactly how to get from the beginning of a negotiation to that deal no matter what negotiation styles or negotiating techniques are being used is what we don’t always understand. This is exactly … Read more Flexibility Is The Key To Negotiating The Deal That You Want
Hey hard-charging negotiator, when your next negotiation starts will you have a plan mapped out for how you are going to be able to get to a deal with the other side? If so, how committed to that plan are you going to be – are you going to follow that plan no matter what … Read more Negotiators Need To Learn When To Bend Without Breaking