Negotiation Columns & Blogs

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...

“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...

While lawyers are widely considered professional negotiators who negotiate a wide range of issues for their clients, a recent study casts some doubt on the negotiation effectiveness of some litigators, especially those representing plaintiffs. According to a...

My wife lost her cell phone antenna two days ago as she hiked through the woods near our house. Without the antenna, her cell coverage is extremely poor. So she stopped at a Radio Shack in town yesterday to see if she could get a replacement antenna at a reasonable...

Neil, the Service Consultant at the car dealer, said he would "love to provide me with a free loaner car" while they rebuilt my Chevy Tahoe's transmission, but that his "boss won't let him." Neil said he doesn't "have the authority." I said I understood but felt that,...

Jim Collins in his heavily researched bestseller, Good to Great -- Why Some Companies Make the Leap ... and Others Don't, found that transforming a good to a great company involved "getting the right people on the bus (and the wrong people off the bus) and then...

"With Mediator, Boeing and Union to Renew Contract Talks," read the headline in The New York Times this week. In an effort to jump-start their negotiation to resolve a 45-day strike, Boeing and the International Association of Machinists and Aerospace Workers agreed...

"We've had some negotiation training and many of our employees are experienced negotiators. As a result, we need advanced negotiation strategies and tactics," some of my potential negotiation training clients tell me. I usually respond with three thoughts. First, I...