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Teach Negotiation More Effectively and Save Time

Teach Negotiation More Effectively and Save Time

Teach Negotiation More Effectively and Save Time Fellow negotiation professor/teacher Roy Lewicki recently shared a few of his thoughts about our new negotiation teaching software and I thought teachers and negotiation enthusiasts might be interested. “One key to...
4 Ways to Negotiate More Efficiently

4 Ways to Negotiate More Efficiently

“How can we more efficiently negotiate our deal terms and conditions? It can take months for our lawyers to go back and forth on the documents, and the business teams get frustrated. We’ve even lost some deals as a result. Can’t we do this more efficiently?” A large...
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...