Dealing With The “Good Cop, Bad Cop” Tactic

When we are in a negotiation to sell something to the other side, we need to be aware of the fact that the buyer that we are dealing with has an extensive set of tactics that they can use in addition to negotiation styles and negotiating techniques. As negotiators it is going to be our … Read moreDealing With The “Good Cop, Bad Cop” Tactic

Don’t Let Your Shortcomings Affect Your Next Negotiation

I’m not perfect – are you? I’m willing to bet that you are willing to admit that, like me, you are not perfect. However, when we know that we are not perfect a most peculiar thing seems to happen: we try to ignore it. It turns out that this is a big mistake and when … Read moreDon’t Let Your Shortcomings Affect Your Next Negotiation