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In my January Arizona Republic column , I pointed out the importance of considering your non-financial goals and interests. The negotiation between Jeff Fisher, former head coach of the NFL’s Tennessee Titans, and the Miami Dolphins and St. L ...

Blog Post - Clifton Batchelor - 2012-01-18 08:34 - 1 comment - 0 attachments - 0 groups

With Halloween only a hop, skip and jump away, we’re interested in hearing about your negotiation horror stories.  Please share your stories about counterparts who were obnoxious, employed annoying or offensive tactics or otherwise made the negotia ...

Blog Post - Clifton Batchelor - 2011-10-24 10:24 - 1 comment - 0 attachments - 0 groups

In last week’s blog, I pointed out that the perception of how much we need something in comparison to how much our counterpart needs it – a critical component of leverage - is fluid and that timing is a critical component to negotiating the best possibl ...

Blog Post - Clifton Batchelor - 2012-05-16 09:47 - 0 comments - 0 attachments - 0 groups

Kellogg announced today it is buying Procter & Gamble’s Pringles business for $2.7 billion. Last April, Diamond Foods outbid Kellogg and signed a deal with P&G to buy Pringles for $2.4 billion in a mostly stock-based transaction. That deal ...

Blog Post - Clifton Batchelor - 2012-05-16 09:46 - 0 comments - 0 attachments - 0 groups

Concerned that you may not be able to trust your negotiation counterpart to follow through on their promises? Here are four ways to minimize your risk: 1. Evaluate the risk of trusting your counterpart The bigger the deal and the greater the ris ...

Blog Post - Clifton Batchelor - 2012-05-16 09:46 - 0 comments - 0 attachments - 0 groups

Ryan Seacrest’s contract to serve as the host of Fox Entertainment’s “American Idol” television show expires after this season and the parties are in the process of negotiating a new deal.  Seacrest has hosted the program since its debut in 2002. ...

Blog Post - Clifton Batchelor - 2012-05-16 09:45 - 0 comments - 0 attachments - 0 groups

A headline from yesterday’s Program on Negotiation at Harvard Law School’s blog posed the question, “In negotiation, does personality matter?” Our answer is, of course, “yes.”  How we and our counterparts instinctively approach conflict imp ...

Blog Post - Clifton Batchelor - 2012-05-16 09:44 - 0 comments - 0 attachments - 0 groups

The seasonal college football head coaching carousel is in full swing.  These coaches, like coaches and players at the professional level, are typically represented by agents. Why?  And when should you hire an agent to represent you in a n ...

Blog Post - Clifton Batchelor - 2012-05-16 09:43 - 0 comments - 0 attachments - 0 groups

ExpertNegotiator offers a variety of free resources to help you improve your negotiation skills: 1. You can sign up to receive Marty Latz’s monthly Arizona Republic negotiation column by completing and submitting the Get FREE Negotiation Tips ...

Blog Post - Clifton Batchelor - 2012-05-16 09:43 - 0 comments - 0 attachments - 0 groups

The shopping madness exhibited on Black Friday is a great example of the power of social proof.   Social proof is the psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation. Retailer ...

Blog Post - Clifton Batchelor - 2012-05-16 09:42 - 0 comments - 0 attachments - 0 groups