I recently led a seminar with a panel of expert negotiators, and each shared a particularly effective strategy they had used in their careers. Here are their pearls. • Creatively explore the parties’ interests. Judge John Buttrick of the Maricopa County Superior...
“I just don’t have time to comprehensively prepare for every negotiation. I know I should – but it’s just not practical. Plus, not all my negotiations involve big stakes.” I wish I had a dollar for every time I heard this. It seems almost everyone intellectually...
“What is it about the sales environment that seems to put us at a disadvantage in our negotiations? Our sales folks almost always feel they have weak leverage, constantly ask for more authority, and end up giving discounts we don’t want. How can we reverse this and...
The lady started at 285 RMB – about $50 – for the small doorknocker with the dragon face on it meant to ward off evil spirits. She was one of many vendors in stalls on the side of the road next to the chairlift that took tourists up to The Great Wall of China. I...
“Why should we negotiate face-to-face? Isn’t it more efficient to text, e-mail or even pick up the phone?” I get asked this a lot. And I often end up recommending a face-to-face meeting. Why? Here’s my Top 5 Reasons to Negotiate Face-to-Face. 1. Easier to get a...
“How do you feel about your potential business partner? What does your gut tell you?” Gut feelings – good or bad – can make or break a negotiation. And little has a greater impact on how you feel, and how your counterpart feels about you, than first impressions. In...
“I’m not sure where to start. Traditionally, our side always makes the first offer. I’m comfortable with this. But if we start too high, we might offend them and they might not even respond. If we start too low, we might leave value on the table. What should we do?”...
“What should I do if he asks if I have the authority to agree to his figure?” one seminar participant asked me. “If I truthfully answer yes, then he’ll probably just stick to that amount and not move. If I answer no, it would be a lie.” “Excellent question,” I...
“John, you’re going to have to do better than that if you want this company,” said the New York investment banker. “We’ve got a higher offer from one of your competitors.” “How much better, and who made it?” John responded. “I can’t say as we have a confidentiality...
