Those who study the art of negotiation tell us repeatedly that lack of conviction is the number one mistake negotiators make particularly when it is about the price they’re asking for their product or service. A strong negotiator knows the… Read More ›
Leaders learn to negotiate, compromise, and collaborate, rather than acquiesce (see the Conflict Reactions poster). In such conversations, most of us will have experienced the “flinch” used by the buyer to rattle the seller. Sometimes referred to as “sticker shock,”… Read More ›
A choice is not a choice if you can’t do anything else than what you choose to do. You cannot choose to compromise in a negotiation unless you have the strength in yourself not to compromise. Until you have the… Read More ›
You’ve certainly seen this strategy used on courtroom television dramas when an attorney makes a clearly out of bounds statement about the innocence or guilt of the defendant, and the other attorney objects. The first attorney then quickly withdraws their… Read More ›
Adapted from the book entitled Negotiate To Win by Jim Thomas, I encourage my clients to make copies of this poster and have it padded to use as preparation anytime they are ready to enter a negotiation. Each of the… Read More ›
An effective leader needs to learn to negotiate and always grow in his or her skills. Certainly, a classic in the world of negotiation training is the book entitled, Getting to Yes by William Ury and Bruce Patton. This is… Read More ›
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