The Benefits of Objectivity in Negotiation

The Benefits of Objectivity in Negotiation

Great negotiations are collaborative and able to build a foundation of trust and mutual respect on which they can then build successful deals.    The ability to come to a negotiation with a collaborative spirit is a skill – particularly given the amount of...

read more
Keep Your Emotions from Ruining Your Negotiation

Keep Your Emotions from Ruining Your Negotiation

Whether you like it or not, emotions are part of the negotiation equation. Anger, insecurity, confidence, camaraderie… all these and more have an impact on the process and outcome of negotiations. More than most of us would care to admit.  Emotions color how we think...

read more
How to Simplify Complex Multi Party Negotiations

How to Simplify Complex Multi Party Negotiations

Negotiation, by nature, is complex. It just is. You bump up against your own psychology (insecurities, desires) and experience level (pro, neophyte, anywhere in between). Meanwhile you have to contend with your counterpart’s psychology and experience level. Then there...

read more
The Know-How to Power Your Negotiation Like a Pro

The Know-How to Power Your Negotiation Like a Pro

Where does your ‘umph’ come from when it comes to persuasion and influence?  Put another way, from where do you derive your power?  The type of power you’re tapping into can either help or hinder your effectiveness, your reputation for being a fair player,...

read more
Save Time and Money by Getting Key Info Quickly

Save Time and Money by Getting Key Info Quickly

“Oh, I probably should have told you… … I’ll have to pass this along to the person who gets the final say so. … There’s a third party with veto power (who you’ve not yet met). … We only have a week to get this nailed down, as a hard deadline. … [Insert critical fact...

read more