Confidence and Success Come From Knowledge and Practice “I hate to negotiate,” some of my seminar participants tell me. “It makes me anxious, and I just don’t like horse-trading. What can I do?” “Treat it like a game,” I tell them. “Don’t take it personally. And study...
The Power of Preparation Always Makes a Difference What is the most universally ignored but most effective negotiation tool? Preparation. I conclude every one of my seminars with this statement: “Prepare, Prepare, Prepare. It’s guaranteed to succeed. The more you...
While lawyers are widely considered professional negotiators who negotiate a wide range of issues for their clients, a recent study casts some doubt on the negotiation effectiveness of some litigators, especially those representing plaintiffs. According to a New York...
My wife lost her cell phone antenna two days ago as she hiked through the woods near our house. Without the antenna, her cell coverage is extremely poor. So she stopped at a Radio Shack in town yesterday to see if she could get a replacement antenna at a reasonable...
Negotiating Nice Pays Off I was exhausted. I had been forced to take the redeye flight from Seattle to Houston in order to make a 10 a.m. meeting and arrived at the hotel at 6:30 a.m. with only a few hours intermittent sleep. I also had been forced to keep my hotel...
Neil, the Service Consultant at the car dealer, said he would “love to provide me with a free loaner car” while they rebuilt my Chevy Tahoe’s transmission, but that his “boss won’t let him.” Neil said he doesn’t “have...
Jim Collins in his heavily researched bestseller, Good to Great — Why Some Companies Make the Leap … and Others Don’t, found that transforming a good to a great company involved “getting the right people on the bus (and the wrong people off the...
“With Mediator, Boeing and Union to Renew Contract Talks,” read the headline in The New York Times this week. In an effort to jump-start their negotiation to resolve a 45-day strike, Boeing and the International Association of Machinists and Aerospace...
“We’ve had some negotiation training and many of our employees are experienced negotiators. As a result, we need advanced negotiation strategies and tactics,” some of my potential negotiation training clients tell me. I usually respond with three...
