Articles
Negotiation Training
& Workshops with Expert Consultants
Underhanded Negotiators
How to Handle Dishonesty Across the Table From time to time, we all come across dishonest negotiators, and it is never a pleasant experience. I will discuss potential signs that your counter-part in the negotiation
The Reflective Negotiator Wins Every Time!
You prepare for days for an upcoming negotiation. You size up your counterpart six ways ‘til Sunday, you crunch the numbers, and you walk in full of confidence, and then … you walk out with
Does food at the negotiating table affect the outcome?
The friendly, “let’s have a bite to eat and chat” negotiation days are, for the most part, sadly over. Unless you are negotiating in the Middle-East, South America or other relationship-based cultures, casual, relaxed negotiations
When is it better NOT to negotiate?
My mother’s idea of fun was negotiating with the Fuller Brush man (Generation X, Google it) or the gas station attendant. Even if she only got 10 gallons of gas, and not the 18 required
The Power of Framing
Person A: “There is a 25% chance we won’t meet the volume expectations this year”. Person B: “There is a 75% chance we will meet the volume expectations this year”. The way we frame a
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“They figured out how to make the course fun, and informative. The days flew by. The debrief of the role-plays were the highlight for me. I really saw clearly what it looks like to be
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“I was surprised by how much I learned from this course. I consider myself a seasoned negotiator. The instructor confirmed what I knew, and also showed me new ways to turn a ‘no’ into a
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“I feel this is one of the best workshops my company has had. It was relevant to my job and it will be very helpful in how I deal with both internal and external issues
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“Your negotiation training session was phenomenal. We are continuing to develop the negotiation skills you taught. We meet regularly to debrief as you suggested and continue to set negotiation goals.” Jeff, VP of Sales
