Good negotiators tend to ignore positions and focus on interests.
At the risk of being too focused or serious, you need to know that this negotiating tip will be short and sweet. I just don't want a lot of extra verbiages to dilute this...
Asking is easy. Defending is another story.
Over the Line!
One of the more common experiences negotiators encounter is receiving a proposal that is way out of line, it makes no sense and, if accepted, would benefit only one party, ou...
Put simply, "the agenda" could be explained as the chronological program of items to be discussed or, in our world, negotiated.
Good negotiators know that often the order items are discussed can be as critical as the particulars of the ...
Can guilt possibly be used as a power source?
Leveraging Guilt
Don't underestimate the influence that guilt can have on us. Very few people are so cold-hearted that they are immune to those heart tugs of guilt, obligation, or pity. I...
We might be wise to temper or soften a ridiculous offer before making it.
What if we (or our client) want to make that low ridiculous offer?
I can't say that this is a failed strategy. I can say, however, that such an offer should pa...