How To Use The Other Side’s Short-Term Thinking To Get More

When we are involved in a negotiation, just exactly where should our focus be? I mean, we enter into the negotiation with a very clear understanding of what kind of deal we’d like to be able to walk away from the negotiations with, but what happens during the negotiation? Perhaps even more importantly, what happens … Read more

Negotiators Know The Power Of The Word “Free”

As negotiators we all know that it is possible for a negotiation to grind to a halt. We can get very, very close to reaching a deal with the other side of the table, but for some unknown reason despite all of the negotiation styles and negotiating techniques that we’ve been using, we just are … Read more