What Is Leverage? 14 Rules for Using it Well

What Is Leverage? 14 Rules for Using it Well

What Is Leverage? 14 Rules for Using it Well What is Leverage? What most consider to be negotiation power — leverage — actually relates to two factors: how much each party needs that deal relative to the other, and the relative value of each party’s best alternative...
Don’t Cut to the Chase

Don’t Cut to the Chase

Don’t Cut to the Chase — Prepare for Your Negotiations A small business owner with a huge potential opportunity in a negotiation with a large company contacted me recently and asked how to respond to the company’s request that he make them an offer. He told me...

The Five Golden Rules of Negotiation for Lawyers

Let’s say you’re sitting at your desk Monday morning, your telephone rings, and it’s Jane, opposing counsel in one of your cases, calling to see if you might be interested in discussing the offer she e-mailed you last week. Because you’re mostly up-to-speed on it, you...
Tips for Negotiating with Conflict Avoiders

Tips for Negotiating with Conflict Avoiders

In our last two posts, we discussed tips for negotiating with accommodative counterparts and tips for negotiating with competitive counterparts. To bring this series to a conclusion, here are three negotiation strategies to consider when your counterpart is a conflict...

Confidence and Success Come From Knowledge and Practice

“I hate to negotiate,” some of my seminar participants tell me. “It makes me anxious, and I just don’t like horse-trading. What can I do?” “Treat it like a game,” I tell them. “Don’t take it personally. And study it so you will be able to recognize what’s being done...
The Power of Preparation Always Makes a Difference

The Power of Preparation Always Makes a Difference

The Power of Preparation Always Makes a Difference What is the most universally ignored but most effective negotiation tool? Preparation. I conclude every one of my seminars with this statement: “Prepare, Prepare, Prepare. It’s guaranteed to succeed. The more you...