23/12/2017
Negotiation – what is the one thing?
Talking with people about negotiation, I often get asked a question along the lines of: “if there was just one thing that I could do in[...]
23/12/2017
Leveraging Multiple Options
Following an exchange of documents and telephone calls, a client wrote to me unambiguously stating that their budget was fixed. Two days later we agreed[...]
23/12/2017
The Tough Negotiator
Positional bargaining is the default status of the big ego self-appointed tough negotiator, so the next time you are faced with someone playing hardball in[...]
23/12/2017
Business Implications From Political Negotiations
In Harriet Martin's highly entertaining book "Kings of Peace, Pawns of War," she describes in detail how peace-making negotiations are handled by some of the world's[...]
23/12/2017
Making Concessions
Why Make Concessions? - Very few people will accept your first offer - They create goodwill - They signal that you are reasonable - They[...]
23/12/2017
Price Negotiations
Invariably, if a B2B negotiation turns into a fixed sum negotiation the single issue on the table is price. So, here are some general must[...]