You have an attractive new job opportunity, or maybe an annual performance review meeting, in either situation; the single most trait that is important to the best results is your ability to negotiate skillfully. Unlike in the past, success is not so much about your technical skills or what you know, it is about “how” […]
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 […]
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 […]
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: […]
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. […]