“I messed up, and I don’t know what to do. Now I need to ask for something back that I already agreed to provide. What should I do?” What should you do if you’ve made a mistake in a negotiation and you know it? First, realistically, sometimes...
“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...
I will shortly be entering into a critical business negotiation with a major impact on my company’s success — and it will be with several individuals with whom I have long-standing and productive business relationships. This situation — negotiating...
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...
In light of Bill O’Reilly’s contentious appearance on ABC’s The View, which culminated with Whoopi Goldberg and Joy Behar walking off the set, here are three negotiating tips to consider when strong emotions erupt in the negotiation context. 1. Don’t immediately...
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...
The PGA Tour’s current television deal with CBS and NBC expires in 2012 and negotiations for a new contract are expected to begin soon. For obvious reasons, both sides are closely following Tiger Woods’ recent travails. So what negotiation lessons come to...
In many sophisticated negotiations, each party will find independent standards like market value, precedent, expert opinions, etc., that favor their side and will use their most favorable standards to independently justify the “fairness” of their...
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...
