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 process is being deceptive and what to do. There are many reasons why people are dishonest. And the range is […]
TEDx Talk – Women & Negotiating
Fascinating TEDx Talk debunking the widely held beliefs that women are not good negotiators.
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 are a thing of the past. It’s down to business. Before our counterpart even sits down, we are asking for […]
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 to earn the drinking glass, she wanted it. Remember that? My house was oddly un-American, as my mother did not […]
Welcome to our Negotiate Smart™ Blog
Culturally, Americans have always under-appreciated negotiating tactics – because we always thought that we didn’t need them. If we didn’t like K-Mart, we went to Wal-Mart and K-Mart got the message without a word being spoken. We have been so rich in choices, opportunities and resources that we have been known to shop without even […]
What Can Be Learnt from Leadership Training at NASA?
What Can Be Learnt from Leadership Training at NASA? If you think NASA is all about astronauts and rocket science, you’re missing a big part of the picture. The National Aeronautics and Space Administration isn’t just pioneering space travel; it’s also a role model for leadership development. Let’s decode some of NASA’s leadership insights that […]
Welcome to our Negotiate Smart™ Blog
Culturally, Americans have always under-appreciated negotiating tactics – because we always thought that we didn’t need them. If we didn’t like K-Mart, we went to Wal-Mart and K-Mart got the message without a word being spoken. We have been so rich in choices, opportunities and resources that we have been known to shop without even […]
Who are the Best Negotiators?
Who ARE the best negotiators? Is there one decisive, objective answer? Every negotiator will have a different answer, depending on their personality, experience, and beliefs. When I am asked that question, there are three negotiation role models that come to my mind. Prepare The first is Warren Buffett. With an estimated wealth of $85.3 billion […]
Your Intention Drives Your Negotiation
Besides preparation and understanding true costs, what is the most important key to getting the best deal possible? Besides understanding the underlying drivers and the interests of your counterpart? Besides developing a rapport, and trust? Even more than all of this, the number one driver is intention. What! That sounds so touchy-feely and makes negotiating […]
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 bathroom, maybe there was a slight wind factor. Perhaps you could breathe deeply and try stepping on again. Anyone else […]
