Family Negotiations and the Holiday Season
With the holiday season now upon us, here are a couple of negotiation tips to help make sure your family relationships not only survive the stress this time of year can sometimes bring, but thrive and...
View ArticleDealing with Micro-Negotiators
“I can’t believe they want to negotiate every single point,” my client said. “It makes no sense. These are standard terms, and many of their changes represent no functional difference.” What can you do...
View ArticleFive Offer-Concession Strategy Tips
With the ongoing debt-deal negotiation between President Obama and House Speaker Boehner providing us with an elucidating example of the offer-concession process (check out this handy chart quantifying...
View ArticleNegotiation Resolutions for the New Year
I recently asked one of the best negotiators I know – a lawyer for over 50 years – for his single most critical pearl of negotiating wisdom. This lawyer, who happens to be my 82-year-old Dad, surprised...
View ArticleBuilding Your Negotiation Library
I was recently asked by someone new to negotiation what books to read first. Here are the five I suggested.read more
View ArticleTemper has no place in negotiations
"On several occasions I got so angry at the other side’s actions that I wrote a nasty e-mail and shot it off. Fortunately, it didn’t destroy the negotiations. But I’m worried my temper will cause...
View ArticleIllegal Hacking as a Negotiation Tool?
My first Negotiation Golden Rule is “Information is Power: So Get It!” This maxim was taken to a new and untoward level by computer hackers in the Coca-Cola Company’s failed attempt to buy the China...
View ArticleTips for negotiating with government entities
“She has the power to make or break us. It would be great if we get the patent. But if we don’t, it will be a serious problem for the defensibility of our product. How do we increase our likelihood of...
View ArticleThe Cyprus Bailout: A BATNA Case Study in the Making
Over the weekend, a bailout was announced for Cyprus in which the euro zone and the International Monetary Fund agreed to give €10 billion to the Mediterranean island and, in exchange, Cyprus would...
View ArticleButting heads? 3rd party may help
In a perfect world, nobody would completely lose control or say or e-mail things they regret, and all major decisions would be based on the experts’ research. Of course, we don’t live in a perfect...
View ArticleExpertNegotiator's Blog Turns 5
We've been blogging about negotiation for five years now. To commemorate our anniversary, here is an excerpt from our first post, which explains our purpose - to help you become a better...
View Article5 stages crucial in building trust
I recently sat in on a lecture from Rob Galford, co-author of “The Trusted Advisor,” which explains how to achieve professional success by earning clients’ trust and confidence. Since all negotiations...
View ArticleMaking the Right First Offer
New research from Professor Shirli Kopelman finds "first movers paradoxically feel less satisfied" with their results despite empirical evidence that, in price negotiations, making the first offer...
View ArticleClues that suggest person may be lying
Wouldn’t it be great if you could accurately assess whether your counterpart was lying when they said “I have an offer from XYZ Co. that is 10 percent greater than yours, so you will have to put more...
View ArticlePeople are More Likely to Say Yes to People They Like
The headline, People Do Business With People They Like, on Forbes.com recently reminded me that building rapport is also very important when negotiating.In his book, Influence: Science and Practice,...
View ArticleParenting, negotiating playbooks are similar
I have an eight and a three year old and, like all kids their ages, they can be challenging. So I recently read the classic parenting book “How to Talk So Kids Will Listen & Listen So Kids Will...
View ArticleSocial Proof and the Tip Jar
One way we use to decide how to behave in a given situation is to observe how others are behaving. Put another way, we take the actions of those around us into account when determining our own actions....
View ArticleReputation is worth much more than money
“I agreed to his requested discounts and his changes to the lease terms but he hasn’t signed yet. Then I got a call from another possible tenant – and I am pretty sure this one will pay our full rate...
View ArticleDoes Chelsea Really Have a Plan B?
Chelsea, an English Premier League soccer team, has made two offers to competitor Manchester United to acquire the services of striker Wayne Rooney. The first was for about £20 million and the second...
View ArticleAttitude, emotions can have impact on negotiation
I recently hired a new executive assistant and one thing came through loud and clear in her interviews – one of our most important mutual interests was our potential compatibility and our respective...
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