A client recently sent me a list of negotiation “games” its counterparts regularly use. The list ranged from lying about certain facts to falsely pretending not to understand critical issues. After we discussed how to counter these “games,” my client asked me which I...
“How can I make sure my counterpart walks away from the table feeling good about our deal,” a lawyer from one of the world’s largest corporations recently asked me. “I want to get the best deal, but I don’t want to harm the relationship...
“What should we do when our clients ask for discounts on our fees? We believe our fees are reasonable, and our clients agreed to them at the beginning of our engagement. But we also value our future relationship and don’t want our clients to feel unappreciated or that...
I spent hours preparing and trying to consider all of the strategic factors that would affect our potential partner’s evaluation. I brainstormed with colleagues, tested our presentation on others in the field, and tried to step into his shoes to list his anticipated...
“It’s tough out there, and it’s getting tougher. This economic slump is really affecting our business. We need to be especially focused on our bottom line in our negotiations with vendors, customers and everyone else. So how should we negotiate differently in this...
The recent financial crisis and the negotiations involving Wall Street, the Bush administration, the Federal Reserve and Congress have highlighted a number of critical negotiation lessons. Here are three: Recognize the power of precedent. Bear Stearns’ demise...
While effective negotiation strategies almost always directly impact companies’ bottom lines, they often take on even greater importance during tough economic times. What negotiation strategies can be most effectively used in a challenging economy? • Reassess...
“When will they get back with me?” he asked. “I sent my proposal three weeks ago and haven’t heard anything. (My counterpart) told me everyone was on board with the idea and they were anxious to start. Now nothing.” “What should I...
I’m told one of the world’s largest retailers used to invite potential suppliers to its headquarters and sit them in adjacent conference rooms. Potential supplier A would go in conference room A, potential supplier B in room B, etc. The retailer would first ask...
