Articles
Negotiation Training
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Why Some People Improve and Others Don’t
Sometimes we step on the scale, only to find that we do not like what it tells us, so we do the only logical thing – step on the scale again. In your closed, windowless
Intuition When Negotiating
Why is our intuition important when negotiating? Intuition seems like magic – you know something, without consciously knowing why you know it. Some refer to it as a “gut” feeling. But it’s not magic, nor
How to Deliver Bad News
It’s an unpleasant, but inevitable, part of life and negotiating; sometimes you just have to deliver bad news. Perhaps you have to let your supplier know you are not going to meet your volume expectations
Flexibility When Negotiating
In this blog, we’ve discussed many different negotiating strategies (MESO, Hardball, Framing, and even when you shouldn’t negotiate.). But you can’t use all of them all the time. You shouldn’t even use ONE of them
Help Your Counterpart Declare a Victory, Too
You have all the leverage…and your counterpart knows it. You also have a relationship with them that you not only want to keep, but to nurture. What negotiation strategy will satisfy your counterpart even when
Win-Win Isn’t Always the Way to Go
Nothing annoys me more in a negotiation than someone who overuses “partner” and “win-win” in the first five minutes. Once I stop myself from rolling my eyes at them, I ask them to define those
Make Better Deals and Convince Your Kids to Eat Vegetables
How do you get the kids to eat vegetables? If your answer was “forceful throat stuffing,” you’ve come to the wrong place. However, if your answer had to do with providing options or layering tasty sauces
The 4-Step Negotiation Process Professional Negotiators Use to Seal the Deal
When we employ negotiation tactics, we often come to the frustrating realization that other people are equally as complex, motivated, and human as we are. Perhaps you discover this truth most often during spousal bickering.
Why Isn’t Your Counterpart Talking?
The “flavor of the decade” in the world of negotiation style research and training is to build rapport. It’s often the answer to every negotiation challenge that a negotiation consultant is asked. Why is rapport
