When “Yes” Means “No” And What To Do About It
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The Accidental Negotiator Archive
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Invite A Good Cop / Bad Cop To Your Next Negotiation
How does the other side of the table see you during a negotiation? Do you come across as being a nice guy? How’s that going
All Sales Negotiators Need To Know That Numbers Lie
There is something almost magical about hard numbers: we all seem to assume that they are correct when we are presented with them during negotiations.
Why Fait Accompli Spells Bad News For Negotiators
When you enter into negotiations with somebody, the thought is that neither side is going to take action until the negotiations reach some sort of
I’ve Met The Negotiating Devil And He Lives In the Details
You can trust the other side of the table when you are negotiating with them, right? I mean sure, we’ll all try to get a
How Negotiators Should Deal With Dirty Tricks: Escalation
Just how badly are you going to want to reach a deal during your next negotiation? Be very careful how you answer that question! It
Why Crying Works In A Sales Negotiation
During sales negotiations, how do you try to appear to the other side of the table? Tough? Impartial? Unmoved? All of these terms describe how
The Role That Physical Intimidation Plays In Negotiations
During a negotiation, you’d hope that we’d all be adults about it. Right? Well it doesn’t always turn out that way. Using either physical or
Why Taking Hostages During A Negotiation Is Never A Good Idea
We’ve all see what the image looks like on TV: the bad guys break-in somewhere, things go wrong, and all of a sudden they take
What Role Status Symbols Play In Negotiations
When it comes to sitting around the negotiating table, we’re all equal, right? In a perfect world, the answer would be yes. We don’t live