Those of us who deal in the world of negotiations know that not all negotiations are created equal. One of the biggest differences is the amount of pressure that we find ourselves under during the negotiation. The bigger the stakes are, the more pressure that we feel that we are under. How we deal with … Read more Extreme Negotiating: How To Do Your Best When Under Pressure
A negotiation is very much like a dance, you make a move and then your move forces the other side to make a move. Once they’ve done that, then their actions force you to take some corresponding action and so on. There is a logic to all of this and where things get interesting is … Read more Is The Logic Part Of The Negotiation Process A Good Thing Or A Bad Thing?
The phrase “win-win” is looking pretty ragged along about now. How about if we talk about the much more meaningful “both win” strategy for negotiating? The key to creating a successful both-win negotiation is to remember that at its heart, negotiation is all about sharing value between both parties. If it was as simple as … Read more Both Win: How To Negotiate A Better Deal For Both Parties