As a buyer, it can be stressful when a supplier announces an unexpected price increase. Many buyers will just accept it without raising any questions. But, it does not have to be that way. Try  this: Express surprise or irritation over the discussion and say “no” firmly. If they push then ask for the […]
Circular debate during the dialog phase plagues many negotiations. Often, opposing parties struggle to go beyond the issue on the table. The result? Deadlocks, time delays and damaged relationships. You can conquer this and move negotiation forward by doing the following things: Agree on the problem. Develop a clear understanding of how you see the […]
Work place or life in general is full of negotiating opportunities â be it with your supervisor, spouse, customer or peddler in Egyptian bazaar! Well, letâs talk about customers here. You are an effective negotiator if you can persuade the customer to say yes, and mean it, to a proposal that also meets all your […]
People are often difficult because they’ve learned that their bad behavior gets them what they want. In some cases they’re difficult because they believe that you or your organization or your country has wronged them in some way. And sometimes they’re just awful people. It doesn’t matter; you should not adopt or contrast their style. […]
Are you ready for the next negotiation? “Sure,” you say, “we are prepared,” as you point to a Preparation Sheet given to you as a sample at a negotiations seminar or may be let you download to your laptop. For many executive and non-executive negotiators, that preparation document with several untested assumptions â usually expressed […]
Management of a major project and / or program frequently involves internal cross-functional teams that are large, diverse, and virtual. For example, developing and negotiating âRequirements Documentâ of a new product or service, could involve a large team consisting of members from product management, marketing, finance, IT and sales. Â As team becomes large and dispersed, […]
On Nov 20, 2011, I wrote the following: âWhile Politicians are still pointing fingers at everything and everyone in sight for the bad economy, we are excited to announce that the âU.S. economic turnaroundâ is already in full swing! It is happening faster than the so-called âPunditsâ think.â Since the above observation, several positive signs […]
 We often think of negotiating with people outside of our organization. But negotiating with internal stakeholders is just as crucial. Skilled negotiators build cross-organizational relationships and make their companies more collaborative and effective in negotiations. They:  1.     Develop relationships with people who wouldnât ordinarily work together. Instead of spending time deepening relationships with people you […]