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....
“What should I do differently when negotiating with someone in Japan or from another culture,” I’m often asked. “Should I still use the strategies you recommend in your book and your seminars?” Absolutely. And yet, cross-cultural...
The new home was listed at about $500,000, and the builder held a live auction to sell it. It sold for $383,000 — the buyer received almost 25 percent off. “What a deal,” you might say. Personally, I don’t know if the buyer received a good deal. It depends on...
I recently appeared on Fox Business with Neil Cavuto to discuss the souring relationship between the White House and the Republican congressional leadership and its potential impact on their future negotiations. Since this raises critical negotiation issues, I thought...
Arizona Cardinals’ wide receiver Anquan Boldin and his agent Drew Rosenhaus want to tear up his $22.75 million contract (now in its 2nd year and legally valid through 2010) and renegotiate. Why? They feel the market for wide receivers has changed for the better...
In my last post, I reviewed the first two of my Five Golden Rules. Let’s now take a closer look at the remaining three: Golden Rule Three: Employ “Fair” Objective Criteria “I just want what’s fair and reasonable,” a friend said in the midst of his...
My Five Golden Rules of Negotiation provide the essential building blocks for every negotiation. They are: 1. Information Is Power—So Get It 2. Maximize Your Leverage 3. Employ “Fair” Objective Criteria 4. Design an Offer-Concession Strategy 5. Control the Agenda...
Most people negotiate instinctively. They rely on their intuition or “gut.” They negotiate in an “off-the-cuff” manner and, while some are better at this than others, the typical result is that money and other important interests are left on the table. The best...
