At the request of several participants at the two days workshop, I am writing about “Creating and Claiming Value in a Negotiation.” This issue is Part II of the three-part series on this topic. If you missed the Part I, please visit my blog to read it. Always assess the full set of interests at […]
In an executive training workshop at a Fortune 100 company, one of the procurement executives claimed himself to be an excellent negotiator. He supported his claim by adding that due to his tough stances and tactics, close to half of his suppliers have gone out of business! I will let you decide about the efficacy […]
In most negotiations, there are four tacitly understood variables. They exist, whether one recognizes them or not. 1. Power Balance This is the ability to make the other party do things in the way you see advantageous. The two top power sources are competition and the written contract (In the case of a hotel, this […]
Negotiating with a Meeting Facility – Part III This is the last part of response requested by one of my readers. He organizes meeting places for his clients. I describe advanced negotiation skills and their applications in detail in my book, The World is a Bazaar – Life is a Negotiation. Negotiating Gimmicks I. These […]
Thanks for the feedback from several readers. It is exciting to see one dominant preference emerging. Readers want to be able to get a custom post, albeit it is okay to share with all. I am glad to do it. President of an outfit that finds best-suited meeting facilities for its clients requested my thoughts […]
It is fall of 1976 (hey! I am old as dirt.). Driving on Route 46, Fairfield, NJ, I was fiddling with the latest technology in auto sound systems – “the cassette player!” The brand new Chevy Concours came with the built-in technology. Just like today’s “texting while driving,” I did not see a car waiting […]
When You Bought A Lemon Several of my newsletter subscribers have requested for a sample complaint letter that would get results. So, here is sample letter with four essential messages (see each paragraph). Your Address Name of Contact person, if available Title Business Name Customer Service (if you have no specific contact) Address Sub.: […]
Oh! The winter blues. It is temporary, I promise. While you are waiting for the Spring, just shrug off the restlessness and invest in yourself. No, I am not talking about rushing to the gym to develop that chiseled body. I am talking about sharpening your negotiations skills. Do you know that the world’s greatest […]