irrational

During A Negotiation, Why Is It So Hard To Get The Other Side To Change Their Mind?

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As negotiators, it is our goal to get the other side of the table to do something for us. In order to make this happen, when we sit down at the negotiating table we’ll try to use both rational arguments and common sense to get them to see things our way. However, all too often … Read more

Sales Negotiators Know That It’s Ok To Be Irrational

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How do you view yourself when you are conducting a negotiation? Do you see yourself as poised, confident, and above all rational? I think that most of us see ourselves this way. However, it turns out that we might be missing something here – there is a real power in being irrational sometimes… Just What … Read more