Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

Here Are 10 Ways to Break Through a Late Impasse

One of former Chrysler president Lee Iacocca’s most formidable negotiation challenges occurred when Chrysler sought to avoid bankruptcy by negotiating with Congress in 1979 for a $1.5 billion loan guarantee. Most lawmakers initially believed government should not bail...

How to Maintain an Even Hand in Negotiation Process

You arrive at Dick’s office promptly at 10 a.m. for the negotiation and you’re asked to take a seat. Dick, whom you’ve never met, apparently is running late. Thirty minutes later, Dick appears, apologizes for the inconvenience, ushers you into his office and...

Prepare For The Moments That Define The Negotiation

The telephone rang and caller ID showed a number starting with zeros. He was calling from South America and wanted to purchase the rights to something I owned. I was intrigued. The call was undoubtedly pricey, so I figured he must be serious. He was. The opening...

Take Time to Plan Strategy, Negotiate

The vast majority of business professionals and lawyers acknowledge the value of strategic planning. “Of course strategic planning makes sense,” they admit. “We do it all the time, especially in setting our goals.” Yet many of these same...

Make Sure to Negotiate Strategically, Not Instinctively

“What’s the single-biggest mistake most individuals make in their negotiations?” a seminar participant once asked me. “And what can they do about it?” The biggest mistake? Most individuals negotiate instinctively, not strategically. Assume you’ve always wanted to own...

Using Negotiation Principles Can Enhance Book Value

I recently decided to hire a publicist to help with the publicity for my first book. While my publisher assigned its own publicist, my agent recommended that I also hire a publicist to augment its efforts. Since almost every businessperson has undertaken negotiations...

Temper Your Instinct With Strategy In Negotiations

“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...

Temper Your Instinct With Strategy In Negotiations

“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...