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The Relationship Lifecycle In Your Negotiation
Last month, I provided you with some guidance on how to best leverage a personal relationship during a negotiation. And afterwards, I got some questions along the lines of: “That’s lovely…but what if I...
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How A Self Fulfilling Prophecy Can Help Your Negotiation
I first recall hearing the term ‘self fulfilling prophecy’ back in high school. It was likely used by a teacher when commenting on the collective panic over the impending doom of a...
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How To Frame Your Proposals For Acceptance
I often say that negotiation is as much an art as it is a science. The cold hard facts will take you quite a way during your discussions, but when it comes time to close the deal, being able to...
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Improve Your Negotiation With Effective Breakfast Meetings
We’re all pressed for time these days. Working hard in our jobs, trying to maintain a bit of social life, carving out as much quality time as possible with our families – when we’ve squished so much...
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No One Likes An Information Hog: Stop hoarding and improve your negotiations
Playing something close to the vest is a classic negotiation move. Keeping a poker face, not revealing your true needs or wants, and perhaps even allowing misinformation to be believed by a counterpart...
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Looking for value in a negotiation? Don’t show me the money…
This week, I read a great Op-Ed in the Business of Fashion – “Should Small Labels Accept Poor Payment Terms from Prestigious Retailers?” by Archer Adams. Two elements of Archer’s piece have stuck with...
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Negotiation & Personality: The Diplomat
One of the most interesting parts of a negotiation is discovering the personality of your counterparts, and figuring out how to best work with them. But this is also one of the most stressful and...
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Effective Document Reviews – the Old School approach
In both my personal and professional life, I love words. I get a kick out of wordsmithing a document, of finding a great turn of phrase in a book, and especially in helping someone draft a contract...
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Creating a Negotiation Goal Framework: Part 1, Ideal Outcome
When it comes time to start a negotiation, there are generally two ways of approaching it. The first is to dive in head first, figuring it out as you go. The second is to research every angle and then...
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Tools of the Trade: Document Track Changes
Last week, I shared with you some tips for taking a document review ‘old school’ – using pen and paper to capture comments and changes, rather than jumping straight into a digital copy. Key to taking...
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Creating a Negotiation Goal Framework: Part 2, Plan B
When it comes time to start a negotiation, there are generally two ways of approaching it. The first is to dive in head first, figuring it out as you go. The second is to research every angle and then...
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Negotiation Training: What happens after the trainer leaves?
Professional development is amazing. It helps us expand horizons and deepen our expertise. I’m a big fan of individuals pursuing it, and of companies making it a cornerstone of their business...
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Negotiation & Personality: The Maverick
One of the most interesting parts of a negotiation is discovering the personality of your counterparts, and figuring out how to best work with them. But this is also one of the most stressful and...
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Positional Negotiations – Change your approach to improve your results
Anchor the discussion. Take a power position. Dig in your heels. Get the best deal possible by holding your ground. Walking into your negotiation with this single-focus and stubborn mindset may make...
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Creating a Negotiation Goal Framework: Part 3, Make It Work
When it comes time to start a negotiation, there are generally two ways of approaching it. The first is to dive in head first, figuring it out as you go. The second is to research every angle and then...
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Non-Disclosure Agreements & Your Business
“Loose Lips Sink Ships” started as an expression to sensitize the public to the risks of information accidentally being shared with the enemy and putting soldiers’ lives at risk. While your negotiation...
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Not Every Negotiation Is Meant To Be – Know when to walk away
Breaking up is hard to do – you don’t want it to end, you’re convinced you can make it work, maybe if you just gave a little bit more time, spent some more money or gave up a little more freedom. Maybe...
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Breaking Bread, Building Relationships: How dinner can help your negotiation
Thanks to technology, it’s now possible to conduct entire negotiations without ever meeting your counterparts in person. We can get pretty far with email alone, but telephone calls help fill in the...
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How To Bridge The Cultural Hierarchy Gaps In Your Negotiation
One of the things I love most about negotiations is that you’ll never have the same one twice. The journey is always different, and the outcomes are all unique. A large part of what makes negotiating...
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4 Tips To Make The Most Of Videoconferences In Your Negotiations
“Smile! You’re on camera!” These words just roll right off my back when I’m in a store. I’m a law-abiding, conscientious citizen, so no need to fear getting caught doing something I shouldn’t. But...
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