“How do you feel about your potential business partner? What does your gut tell you?” Gut feelings – good or bad – can make or break a negotiation. And little has a greater impact on how you feel, and how your counterpart feels about you, than first impressions. In...
“I’m not sure where to start. Traditionally, our side always makes the first offer. I’m comfortable with this. But if we start too high, we might offend them and they might not even respond. If we start too low, we might leave value on the table. What should we do?”...
“What should I do if he asks if I have the authority to agree to his figure?” one seminar participant asked me. “If I truthfully answer yes, then he’ll probably just stick to that amount and not move. If I answer no, it would be a lie.” “Excellent question,” I...
“John, you’re going to have to do better than that if you want this company,” said the New York investment banker. “We’ve got a higher offer from one of your competitors.” “How much better, and who made it?” John responded. “I can’t say as we have a confidentiality...
“I don’t trust him,” he told me. “He’s lied in the past and will do it again. But I have to deal with him. What should I do?” First, understand the role that trust plays in negotiations. According to Roger Fisher, co-author of “Getting to Yes,” trust is a matter of...
“I don’t really care much about the job security and health benefits of my soon-to-be ex-employees,” this business owner told her chief negotiator. “My financial bottom line is far more important to me. But John (our potential purchaser) doesn’t know this. So tell him...
“I agreed to his requested discounts and his changes to the lease terms but he hasn’t signed yet. Then I got a call from another possible tenant – and I am pretty sure this one will pay our full rate without any discounts. What should I do from a negotiation...
In the original hit CBS series “Survivor,” 16 participants started out on an island together and, one by one, they voted off their colleagues until only one remained. That “Survivor” won, taking home the $1 million prize. How did he win? His strategy largely revolved...
We’ve all seen the pictures of negotiators sitting at the table — one team facing off against the other. Importantly, each team almost always includes at least several individuals. Often, in fact, each team includes multiple players, each of whom may play a...
