Thousands of fans sat on pins and needles as negotiators met late into the night trying to avert the ninth work stoppage in baseball history. And they succeeded. “Who succeeded?” you ask. The owners? The players? Neither? Or both? In my opinion, there were only two...
The insurance adjuster practically laughed out loud. My 1981 Datsun 280ZX had seen better days. Born in Minnesota, she had rust around her wheel rims and even had a rust hole where the rear bumper once attached to her right rear quarter. And she had two deep,...
Let’s say I want to buy the house at 123 Negotiation Lane and it’s listed at $300,000. I do my research, analyze comparable sales in the neighborhood, find out its length on the market, evaluate its renovations and conclude it’s worth $290,000. Figuring I’ll pay...
“How can I make sure my counterpart walks away from the table feeling good about our deal,” a lawyer from one of the world’s largest corporations recently asked me. “I want to get the best deal, but I don’t want to harm the relationship...
“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....
