Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

Politics and the Relationship Factor

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...

My Five Golden Rules of Negotiation – Part 2

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 – Part 1

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...

Negotiate Strategically, Not Instinctively

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...