A recent article about SaaS (software as a service) application contracts describes the vendor/customer relationship as “more like marriages than experimental flings. This analogy caught my eye because it highlights the need to tailor your negotiation approach....
According to a survey by the market-research firm Research Group, 72% of American consumers reported negotiating over a retail purchase in the past four months. This is up from a year earlier when only 56% of respondents reported they had done so. Britt Beemer,...
In a recent Financial Times article about “speeding up the process of wringing money out of late payers,” one business owner offered that “the best method is to have a good relationship with a client’s accounts department.” He suggested...
In most cases, significant deals should be reduced to enforceable written contracts. Preferably, you and/or your lawyer should draft them and you should have standard templates for your standard agreements. Doing so has several advantages: 1) Your first draft becomes...
A recent CNN article about managing negative emotions in the workplace points out that in tough times, keeping your cool is essential. The same typically holds true in the negotiation context. Tempers often flair in high-stakes negotiations and this can lead to an...
Are you looking for a job or wondering what – if any – raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment. Assuming your employer or potential...
One of our seminar attendees was recently laid-off and has interviewed with several potential employers. He received an offer from one, but it came with a 24-hour deadline. While it wasn’t his top choice, he hasn’t heard from the other companies yet....
The New York Times will soon start a consumer advocate column in which its advocate will solicit consumer complaints and selectively intercede and negotiate on their behalf. Called “The Haggler,” I fully expect them to get great results. Consumer advocates...
In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore “emotional gaming” in consumer behavior – concealing your actual emotional state or displaying one different from your actual emotional state to try...
