TEDx Talk – Women & Negotiating
Fascinating TEDx Talk debunking the widely held beliefs that women are not good negotiators.
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 […]
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 your tail between your legs. It does not go well and you slink back to the office in defeat. What […]
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 […]
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 data can have a huge effect on our counterpart’s response to the information we are using to support our offers […]
6
“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 a better negotiator. Thank you.” John, IT developer
5
“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 ‘yes’. She also gave me insight into what I was doing wrong. It was a practical workshop.” Steve, General Manager
4
“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 in the future.” Magda, District Sales Manager
3
“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
