Blog

  • Wednesday, April 29, 2009 - 07:26

    One of our seminar attendees was recently laid-off and has interviewed with several potential employers. He received an offer from one, but it came with a 24-hour deadline. While it wasn't his top choice, he hasn't heard from the other companies yet.

    First, let's discuss why his potential employer included a short deadline with its offer:

  • Wednesday, April 22, 2009 - 05:13

    Are you looking for a job or wondering what - if any - raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment.

    Assuming your employer or potential employer will reciprocate, Problem-Solving Strategies typically work best in negotiating compensation.

    What does this mean?

  • Wednesday, April 15, 2009 - 06:42

    As the deadline approaches for Fiat and Chrysler to reach a merger agreement, several classic negotiation tactics are in full display.

  • Tuesday, April 7, 2009 - 21:05

    A recent CNN article about managing negative emotions in the workplace points out that in tough times, keeping your cool is essential.

  • Wednesday, April 1, 2009 - 16:17

    A recent article in The New York Times suggests that ‘with the recession continuing in full force," you should "(c)losely analyze every contract you have and look for places where you think you can get a cost reduction.

  • Wednesday, March 25, 2009 - 09:12

    In most cases, significant deals should be reduced to enforceable written contracts. Preferably, you and/or your lawyer should draft them and you should have standard templates for your standard agreements. Doing so has several advantages:

    1) Your first draft becomes the starting point from which all subsequent negotiations proceed;

    2) You get to include your standard terms;

    3) By making your counterpart suggest changes, you can get credit for being reasonable when you accept them;

  • Wednesday, March 18, 2009 - 06:55

    The A.I.G. bonus payout spectacle reminds me of the importance of considering the pros and cons of going public in a negotiation. Why go public?

    1. To influence the decision makers

    By holding public hearings, Congress is exerting pressure on the A.I.G. executives to "do something" about the millions in bonuses it recently paid its employees. The politicians are concerned about how they are being perceived by their constituents given that the government bailout money didn't have adequate strings attached.

  • Wednesday, March 11, 2009 - 08:08

    An important part of every negotiation is identifying what information you need from your counterpart and then getting it. Effective information gathering will not occur unless you create the appropriate atmosphere. One information gathering technique I recommend is the "big schmooze." This rapport-building technique is based on the Liking Principle.

  • Wednesday, March 4, 2009 - 10:03

    In a recent Financial Times article about "speeding up the process of wringing money out of late payers,"

  • Wednesday, February 25, 2009 - 05:57

    Arizona Cardinals fans, still basking in the afterglow of their team's Super Bowl appearance, are closely following the negotiation between the team and their star quarterback, Kurt Warner. In a recent article on Azcentral.com, several negotiation lessons shine through.

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