“Let me suggest a few options – each of which would be acceptable to us,” I said to the furniture store manager. “Either provide us with 80 percent of our money back for the practically unused piece of furniture we purchased, or give us a credit – to be used in your...
“What’s the single-biggest mistake most individuals make in their negotiations?” a seminar participant once asked me. “And what can they do about it?” The biggest mistake? Most individuals negotiate instinctively, not strategically. Assume you’ve always wanted to own...
I recently decided to hire a publicist to help with the publicity for my first book. While my publisher assigned its own publicist, my agent recommended that I also hire a publicist to augment its efforts. Since almost every businessperson has undertaken negotiations...
“I left a fortune on the table because I went against my instincts in that negotiation,” a highly successful businessman and real estate developer told me recently. “Yet I know it’s critical to negotiate strategically and not just rely on your...
“I left a fortune on the table because I went against my instincts in that negotiation,” a highly successful businessman and real estate developer told me recently. “Yet I know it’s critical to negotiate strategically and not just rely on your...
Olympic snowboarder Lindsey Jacobellis blew the gold medal just as she was about to cross the finish line and bring one home for the United States. Why? A little showboating for the crowd. And much has been written about Olympic skier Bode Miller and his seeming lack...
January 1st of every year brings many personal and business resolutions — eat healthier, stop smoking, be a better boss. In the business world, few skills will more effectively help you achieve your new resolutions than your negotiation ability. So here are four...
The New Year always provides an opportunity to reflect on the past year and make resolutions for the next. Here are four of my negotiation-related reflections and resolutions that can help us all as we negotiate in 2009. • Set goals and design a strategy to accomplish...
“I’m having trouble sleeping at night worrying about this negotiation. While it’s not a huge deal, it’s just really bothering me. What do you recommend?” Here is my advice to get some peace of mind and increase your likelihood of getting...
