“We’ve already negotiated the major elements of the deal, but the market just changed significantly. And we haven’t closed yet. How can we to go back and renegotiate our deal without significantly damaging our reputation?” This question by a successful commercial real...
“How can you negotiate the best deals as a buyer in a sellers’ market?” a real estate investor asked me. “It’s not easy,” I replied. “But using certain negotiation strategies will increase your ability to get the best possible...
You have a telephone appointment with your counterpart in a big negotiation at 2 pm. It’s going to be a critical conversation as you received your counterpart’s extremely aggressive first offer last week, and you have not yet responded. If you come across as too...
I wrote a column in 2011 entitled “In Person Talks Often Best Option” for The Arizona Republic. Given the timeliness of this subject as many CFOs and others contemplate the money saved with employees Zooming from home and staying away from airports, I thought I would...
Jane was dressed smartly and professionally, with an obviously expensive dark blue business suit and a brown leather briefcase. She walked purposefully into the room, surveyed it, sat down, placed her briefcase on the table. She took out a pad of paper, some neatly...
A client recently asked for negotiation advice about selling his business. He’s in his 40s and has been growing his business for about 15 years. He started as its marketing guru, progressed to an ownership share and took over its helm when its founders decided to...
She wouldn’t budge. Despite our concerted efforts to illustrate the unreasonableness of her position, she had dug in her heels. Or so we were told. The negotiation? The purchase of a house. The participants? The seller, the seller’s real estate agent, the potential...
Let’s say I want to buy the house at 123 Negotiation Lane and it’s listed at $300,000. I do my research, analyze comparable sales in the neighborhood, find out its length on the market, evaluate its renovations and conclude it’s worth $290,000. Figuring I’ll pay...
“The thing I always try to keep in mind in any negotiation is to know what I want at the end of it. And I always make a practice of writing it down – what is victory for me? And then I set up a series of stages, as the negotiations unfold, and I always [try] to...
