Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM
Know the Value of Your Product to Your Customer

Know the Value of Your Product to Your Customer

Thomas Edison added up the time and killing pace he had put into inventing the “Universal” stock ticker, a device later used by brokerage houses, and decided he was entitled to $5,000 for it. Ultimately, he figured he’d accept $3,000. So when General Lefferts, the...
Walkouts Present Risk in Negotiation Strategies

Walkouts Present Risk in Negotiation Strategies

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...

Hold Out: Timing is Critical When Selling Companies

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...
How to Use Imposed Deadlines to Your Advantage

How to Use Imposed Deadlines to Your Advantage

“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 to do when time and knowledge is short

What to do when time and knowledge is short

“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.    ...

Learning How to ‘DEAL’ With Threats in the Workplace

“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...

Sometimes ‘principles’ aren’t set in stone

How many times have you heard in a negotiation “but it’s the principle involved”? Countless times, I’m sure. But is it really? Or is it just a subterfuge for “I don’t want to move and calling it a principle is a convenient and relatively painless way to avoid doing...