Latest Posts Under: Negotiation

Vary the Speed and Timing of Your Negotiations

Are your negotiations predictable? Do your tactics harm your position? While consistency is often an admirable trait, it can be devastating to your negotiation strategy. Consider, for example, what happens when you repeatedly increase your offer by consistent amounts. A developer wanted to buy the properties on the block of an older central city neighborhood …

Just Say No

Negotiations work best when each party is equally motivated to get a deal done.  The parties can then make a deal that meets the legitimate needs of both parties.  Everyone wins. In many negotiations, however, the parties are not equally motivated.  The Person with the Least Interest Controls any negotiation.  What do you do when you find …

The Person With The Least Interest Controls

Everyone negotiates. Let me rephrase that:  Everyone negotiates every day. Parents negotiate to convince toddlers to eat their “mmm, yummy, good” chicken nuggets.  Teenagers negotiate for a later curfew or for expanded car privileges.  Spouses negotiate to determine who will pick up Sally from her dance lessons. Everyone negotiates every day. Negotiation permeates every aspect of your business.  You negotiate salaries with your …

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