Globalization of economies is well under way. International travel is routine. People are getting accustomed to distant cultures. And of course, global commerce and competition are greater than ever. As the world is shrinking to “tiny”, most companies recognize that training is a vital part of staying competitive in this dynamic marketplace. The question is: […]
Work place or life in general is full of negotiating opportunities – be it with your supervisor, spouse, customers or peddler in Egyptian bazaar! Let’s talk about customers here. You are an effective negotiator if you can convince the customer to willingly say yes, and mean it, to a proposal that also meets all your […]
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 – be it with your supervisor, spouse, customer or peddler in Egyptian bazaar! Well, let’s 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. […]
On Nov 20, 2011, I wrote the following: “While Politicians are still pointing fingers at everything and everyone in sight for the bad economy, we are excited to announce that the “U.S. economic turnaround” is already in full swing! It is happening faster than the so-called ‘Pundits’ think.” Since the above observation, several positive signs […]
In Part I, we presented the rationale to speak up in a negotiation. We will now discuss steps that can increase the odds that your conflicts will lead to productive dialog than circular debates. Go in with a Positive attitude In his executive negotiation workshops, Mike Milich, executive coach at SwiftNegotia, talks about cooperative behavior vs. competitive behavior. Cooperative […]