Preparing to Negotiate

Bridging the Gap: Why Hostage Negotiation Is Successful In Business

Last week, I was presenting basic negotiations concepts to a group of CEOs and senior managers. About 45 minutes into our talk, one of the...

Preparing to Negotiate

The 3 Habits of Ineffective Negotiators

Negotiation advice will tell you these "tactics" are lead to success. We've found that these 3 common habits are completely ineffective. Avoid these...

Preparing to Negotiate

3 Guidelines For Negotiating Like a Pro

Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument...

Preparing to Negotiate

The Top 2 Reasons To Not Go First In A Negotiation

Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.

Preparing to Negotiate

Why Your Logic Isn't Important In Negotiation

We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious...

Preparing to Negotiate

Why Assumptions Should Be A Hypothesis

One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how...

Preparing to Negotiate

What Makes You Think Your "Yes" Is Real?

Yes is a very tricky concept, especially when put it into the negotiation context. First of all, there are 3 types of “yes” – Confirmation,...

Preparing to Negotiate

Methods of Persuasion: The Most Important Negotiation Phrase To Master

One of the most effective methods of persuasion is learning how to say "no". Master this skill to find more success and avoid killing your deals.

Preparing to Negotiate

Unsophisticated Negotiation: Taking the Hard Line

A common misconception about negotiation is that the best course of action is to take a hard line with someone. Use logic to express that what you...

Preparing to Negotiate

The Top Preparation Habit of Highly Successful Negotiators

I was rehearsing an anticipated negotiation in my head. This interaction would be with someone I’ve let get under my skin. This bothers me in a...

Crisis Negotiation

He Issued A Demand or Deadline, Now What?

“We want four million dollars, forty 1,000-year-old ginseng roots, a 50-troop military helicopter, to take us to Thailand…and four bullet-proof...

Preparing to Negotiate

Negotiation Structure Dictates Negotiated Outcomes

There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful,...