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. […]
Management of a major project and / or program frequently involves internal cross-functional teams that are large, diverse, and virtual. For example, developing and negotiating “Requirements Document” of a new product or service, could involve a large team consisting of members from product management, marketing, finance, IT and sales. As team becomes large and dispersed, […]
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 […]
Is it better to stay quiet, swallow the wrong or express yourself and take a stand? While there may not be one universal answer for all situations, in general most negotiators will benefit if they clearly and specifically expressed themselves. Many negotiators will remain silently frustrated because they want to avoid conflict, worrying too much about […]