“I feel like I’m a pretty effective negotiator,” he said. “Of course, there’s always room to improve, but I’m fairly sure I’m not leaving much on the table. Unfortunately, I don’t have the same confidence in my team....
How can you tell if your front-line negotiators are on track or if they’re running a big risk of messing up? This question is especially important early on for managers, when they may want to revise their team’s strategy and/or just avoid wasting their team’s time and...
“I’m frustrated,” some managers tell me. “We provide negotiation training. We create negotiation best practices. We attempt to manage to them. But many of our front-line negotiators still resist negotiating strategically and just keep doing it instinctively. “I know...
What’s the most effective way in today’s economy to increase your margins, close more deals and improve your team’s success rates without spending a lot of money in the process? Answer: Creating, implementing and managing negotiation best practices....
P.F. Chang’s is expanding internationally and doing well despite our economic challenges. How? By increasing operational efficiencies, lowering costs and training its personnel to do things better, according to Newsweek. How can your organization position...
I used to be skeptical of claims that gender made a significant difference in a person’s negotiation effectiveness. I have negotiated for and against many women over the years and taught thousands of women to more effectively negotiate. Only rarely did I feel...
“I sometimes have to negotiate with older sexist men who make inappropriate comments and use tactics they would never use with men my age,” a bright young female lawyer told me recently. “What should I do?” 1. If truly offensive – demand they stop If the...
“I messed up, and I don’t know what to do. Now I need to ask for something back that I already agreed to provide. What should I do?” What should you do if you’ve made a mistake in a negotiation and you know it? First, realistically, sometimes...
“I don’t like negotiating,” my friend said. “Especially when it involves me personally. In that case, I hate it. I also hate negotiating for a raise. And I especially hate negotiating with my neighbor over his constantly yelping dog when I’m by my pool.” Do you...
