Are people concerned about status in any negotiation? Yes, they are. The question is, how do you deal with your concerns and those of the others? This is part one of six-part knowledge letter sharing guidelines applicable in most situations. Select the correct benchmark Often the negotiators make tacit comparisons with others. When the other […]
Internet and its applications continue to commoditize offerings of several service companies. The sales executives of these companies now deal mostly with the procurement departments rather than the senior executives. Under the current market dynamics, an ability to differentiate between selling problem vs. a negotiating problem can mean millions of dollars in an organization’s performance […]
John, the majority owner of hotel Dixie in West palm, offered to sell the hotel to its manager, Ajit, at its book value. This was a once-in-a-lifetime opportunity for Ajit. He quickly lined up an investor. Since hiring Ajit three years ago, the hotel performance had zoomed from forty percent to full occupancy. Ajit, however, […]
When your boss makes an inconsiderate request, you need to speak up and say no respectfully. You want your client’s procurement head to know that you value his business, also while you ask him to stop demeaning you for the excellent business relationship. How do you let your opponent save face and view the outcome […]
What do Tom Brady and Michael Phelps have in common? They know how to respond under pressure. Sports professionals frequently freeze under pressure. However, it is not limited to just sports. It happens in negotiations too. When asked an unwanted question, I have witnessed negotiators freeze like a deer caught in the headlights. This […]
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 leaders […]
Americans love sports yet recognize the necessary flexibility in negotiating (trading) and therefore, are proficient compromisers. For instance, the Democratic Party is a fair compromise between Socialism and Practicality. The Republican Party is a reasonable compromise between Dictatorship and Neo-Liberalism. The Bernie Sanders Progressives are a decent compromise between radical liberalism and Reagan conservatism. The […]