Several subscribers and clients have asked me if it is okay to negotiate by email. The answer is ‘Yes’ and ‘No.’ Let me explain. It is essential to recognize where you are in the negotiation process. During the preparation phase, the primary focus is on exchanging preliminary information, setting goals, prioritizing issues and the “Walkaways.” […]
In a negotiation, do not agree when it would not be wise to do so. However, also do not walk away from a mutually beneficial outcome. The “Agreement Trap” is the tendency to agree to a deal that is inferior to other available options. We sometimes buy from a store even though a significantly better […]
Master your work setting. Strengthen and relish business and personal relationships. Generate higher income and accumulate wealth. Reduce conflict at work and at home. That person who is driving everyone nuts at your workplace, belligerent, bitter, and defiant…you know precisely how to deal with the person. Not only can you successfully deflect the attacks on you, but you […]
Observe, and you will discover that the Life is a negotiation. You negotiate with your family members, your colleagues, your suppliers, your customers, even your business competitors, the list goes on. If you have attended two days workshop or read my book, you probably have many of the tools you need to negotiate effectively. Just […]
Sometimes in negotiation, we are forced to deal not only with the issues on the table but also with concerns about keeping face. One famous instance took place in the late 1990s, when John K, the Asia-Pacific regional sales manager of Lucent, mistakenly agreed to a sale price of the network monitoring system to a […]
An American cable TV equipment company and a Taiwanese company signed a joint-venture agreement to design and manufacture cable TV equipment for sale in ASEAN countries. The American firm was supposed to supply the technology; the Taiwanese partner would build and market the products. Once per quarter on average, an Australia-based American executive would visit the venture’s […]
Good old times! We could make “hand-shake” deals. Some business people take pride in making “hand-shake” deals. Such deals, to them, are based on the “honor” system. Both sides are expected to honor their commitments as per the agreement. When the misunderstandings surface, they often are disappointed and surprised to learn that not all […]
Most of us do some self-promotion in our career, or even in social life. We try to help others see what we have accomplished, what more we can achieve, and what we can do for others. Often while we are self-promoting, we may also be turning other people off. One needs to be suave […]