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  • 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.

  • Wednesday, February 18, 2009 - 05:56

    According to a survey by the market-research firm Research Group, 72% of American consumers reported negotiating over a retail purchase in the past four months. This is up from a year earlier when only 56% of respondents reported they had done so. Britt Beemer, Research Group's CEO estimates they succeed 80% of the time.

  • Wednesday, February 11, 2009 - 11:42

    This article in today's New York Times about "the life that you could swap for the one that you were leading" caught my eye.

  • Wednesday, January 28, 2009 - 06:03

    In a recent CNN.com article about how couples should negotiate spending cuts in response to an unfavorable change in their economic circumstances, consumer finance expert Dayana Yochim recommends

  • Wednesday, January 21, 2009 - 10:44

    A recent article about SaaS (software as a service) application contracts describes the vendor/customer relationship as "more like marriages than experimental flings.

  • Wednesday, January 14, 2009 - 06:08

    Will President-elect Barack Obama keep his BlackBerry once he assumes office? In an interview last week, President-elect Obama stated, "I'm clinging to my BlackBerry. I don't know that I'll win." At issue are potential security concerns versus his ability to stay electronically connected to family, friends and the outside world.

  • Wednesday, January 7, 2009 - 06:11

    According to the The New York Times recently, lenders are "rushing to round up what money they can (from delinquent borrowers) before things get worse, even if that means forgiving part of some borrowers' debts."

  • Wednesday, December 31, 2008 - 11:10

    As 2009 quickly approaches, let me first wish you a very Happy New Year!

    With mortgage interest rates recently nearing record lows, I, like many others, decided to refinance my home. After my mortgage broker locked in the best rate she could find and started the process, she contacted my current lender to confirm the payoff amount.

  • Wednesday, December 24, 2008 - 14:51

    The Bernie Madoff scandal reminds me of the important role trust plays in negotiating. As I have written before, trust is hard to build and easy to destroy. Once lost, trust is extremely difficult to restore. Because of this, value and jealously protect your own reputation as a professional and trustworthy negotiator.

    But what if you're negotiating with someone you don't know or who has an untrustworthy reputation?

    Here are some suggestions:

    1. Evaluate the risks of trust

  • Wednesday, December 17, 2008 - 16:53

    Many lessons can be learned from the negotiation over the potential bailout of the U.S. automakers. Here are three.

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