The new home was listed at about $500,000, and the builder held a live auction to sell it. It sold for $383,000 — the buyer received almost 25 percent off. “What a deal,” you might say. Personally, I don’t know if the buyer received a good deal. It depends on...
“What should we do if a big potential customer pre-qualifies us as a possible supplier, invites us to bid for its business, asks us to fly to its headquarters, puts us in a conference room right next to our competitors in adjoining rooms, and starts working us off...
Do you know how Walmart has historically negotiated with new potential suppliers? I haven’t personally been involved in these negotiations, but a number of folks have shared their experiences with me. I’ve been told that Walmart first sends out a Request for Proposal...
I was recently asked by someone new to negotiation what books to read first. Here are the five I suggested. 1. Gain the Edge! Negotiating to Get What You Want by Martin Latz. Of course I recommended my book first! My goal in writing Gain the Edge was to develop a...
We’ve been blogging about negotiation for five years now. To commemorate our anniversary, here is an excerpt from our first post, which explains our purpose – to help you become a better negotiator: Why is learning about negotiation important? Because...
Kellogg announced today it is buying Procter & Gamble’s Pringles business for $2.7 billion. Last April, Diamond Foods outbid Kellogg and signed a deal with P&G to buy Pringles for $2.4 billion in a mostly stock-based transaction. That deal was derailed by an...
The New York Times reported yesterday that Dollar Thrifty took itself off the market after more than a year of negotiations with potential purchasers. In August, Dollar Thrifty asked bidders to submit their “best and final offers.” Avis withdrew from the process in...
The U.S. federal government’s debt-ceiling negotiation has been at the forefront of the news for quite some time and generated a tremendous amount of interest and emotion across the entire political spectrum. From a negotiation perspective, what lessons did you learn...
CNN.com reported today that just resumed “talks between North and South Korea collapsed” after “the North Korean delegation walked away from the negotiating table less than five hours after the second round of talks had begun.” Why would your counterpart walk out?...
