More than one negotiation that I’ve been involved in I’ve found myself pushed into a corner. There were a lot of different reasons for how this had happened: I was dealing with a sole supplier, I was operating under a very tight deadline, they were better at using negotiation styles and negotiating techniques, etc. I … Read more Is It Possible That During A Negotiation Company Policy Could Be Your Best Friend?
During a negotiation you always need to be asking yourself, what’s true and what’s not? You’d think that it would be easy to keep this kind of question in mind at all times; however, it turns out that it’s not. What can happen is that false legitimacy starts to creep into the negotiation and then … Read more In A Negotiation, Legitimacy Is Not Always As It Seems