“I left a fortune on the table because I went against my instincts in that negotiation,” a highly successful businessman and real estate developer told me recently. “Yet I know it’s critical to negotiate strategically and not just rely on your...
“I left a fortune on the table because I went against my instincts in that negotiation,” a highly successful businessman and real estate developer told me recently. “Yet I know it’s critical to negotiate strategically and not just rely on your...
You show up and you’re outnumbered three to one. In addition to its regional vice president, the other side includes a technical expert and an administrative assistant whose sole purpose is to take notes. What just happened? If you engage, you will be starting...
I wrote a column in 2011 entitled “In Person Talks Often Best Option” for The Arizona Republic. Given the timeliness of this subject as many CFOs and others contemplate the money saved with employees Zooming from home and staying away from airports, I thought I would...
“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...
“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...
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...
“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....
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....
