When evaluating whether to make the first offer in a negotiation, here are several factors that support doing so: 1) Your side traditionally makes the first offer; 2) You have sufficient information to determine an appropriate starting point; 3) It will substantially...
Here are some of our favorite blog posts (and a column) with good negotiation advice for the holiday season: Family Negotiations and the Holiday Season – Negotiation tips for avoiding family conflicts during the holidays; Black Friday and Social Proof –...
In a previous blog, we identified the top ten characteristics of competitive negotiators. As a follow-up, here are three negotiation strategies to implement when your counterpart fits the profile of a competitive, hard-nosed, adversarial, ego driven, risk-taking,...
Tips for Negotiating with Accommodative Counterparts In our last post, we shared several tips for negotiating with competitive counterparts. Here are three negotiation strategies to consider when your counterparts’ style is more accommodative,...
Walkouts Present Risk in Negotiation Strategies Donald Trump has walked out of so many negotiations near the end – purely as a negotiation strategy – that the “Trump walkout” has become one of his trademarks. Editor’s Note: this article was published November...
They offered him $15 million for his software company, and he said “No.” So they offered him $25 million, and he said “No” again. Finally, they asked him what it would take. “My board will not accept anything less than 3 million shares (worth about $45 million),” he...
“If we only had a little more time, I’m sure we could have reached a deal. We were so close.” I can’t tell you how many times I have heard a variation of this “we were so close” statement. Every time, the speaker sounds sincere. Almost every time, they’re wrong. Why?...
“What should I do if I don’t have nearly the same level of factual knowledge as my counterpart – and I just don’t have the time to learn it as it’s super complicated and I have a short deadline in which to respond?” Here’s what I recommend. 1. ...
“Go ahead, make my day,” said Clint Eastwood as inspector “Dirty” Harry Callahan in the movie “Sudden Impact.” This threat, backed up with a large gun and delivered to a “punk” holding a hostage, was very effective — as intended. But what about less violent...
