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Special Tactics to Negotiate Effectively By Phone

You have a telephone appointment with your counterpart in a big negotiation at 2 pm. It’s going to be a critical conversation as you received your counterpart’s extremely aggressive first offer last week, and you have not yet responded. If you come across as too...
Nice Guys Don’t Finish Last in Negotiations

Nice Guys Don’t Finish Last in Negotiations

Do “Nice Guys” actually have an advantage in negotiations? It’s commonly thought that cut-throat, dog-eat-dog negotiators win, but what’s the truth? I was nervous when I started Harvard Law School in 1989. I had heard what they told incoming...
Trump Gets an “F” as a Presidential Negotiator

Trump Gets an “F” as a Presidential Negotiator

“President Trump was elected because he is an outstanding negotiator,” said White House spokesman Brian Morgenstern recently regarding the recent stimulus negotiations.  He may have been elected in part due to this perception, but he is perhaps the worst presidential...
Zoom Negotiations: The Do’s/Don’ts – Part 2

Zoom Negotiations: The Do’s/Don’ts – Part 2

You have a Zoom video negotiation scheduled with a potential new customer. You bid the job a month ago, and you’re a finalist. You wanted to fly to New York to meet in person, but you would have been quarantined as the virus recently spiked in your state. Zoom video...
Zoom Negotiations Benefits & Pitfalls – Part 1

Zoom Negotiations Benefits & Pitfalls – Part 1

“I want to know HOW we negotiate differently on Zoom and what specialized strategies and tactics I should use in this new environment,” this training attendee asked via chat in a recent webinar on a related subject.  We’ve been negotiating forever in person and for...
Email Negotiations Do’s and Don’ts

Email Negotiations Do’s and Don’ts

I couldn’t believe it. Years ago, I was practicing law at a large firm and I used to regularly get research assignments – by email – from the partner whose office was right next to mine. He couldn’t even deign to walk a few feet to give me the assignment...
Negotiating Online in 2020: 5 Strategies to Get Results

Negotiating Online in 2020: 5 Strategies to Get Results

In today’s environment, discussing business over a meal is no longer an option. Many might find themselves invited to a Zoom or video meeting for the first time. When in-person negotiations are not an option, taking the time to plan your communication strategy can help you get the best results.

Fighting Sexism in Negotiations

Fighting Sexism in Negotiations

Fighting Sexism in Negotiations “He called me ‘honey’ and ‘sweetie’ during our negotiation and it offended me. I have practiced law for a number of years, and I felt like he was diminishing me, my professionalism and my experience. On the other hand, he was elderly...