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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...
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....
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
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...
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...
Study: Lawyers Don’t Negotiate Settlements When They Should
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 New York...
Past Relationships Matter
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...
Negotiating Nice Pays Off
Negotiating Nice Pays Off I was exhausted. I had been forced to take the redeye flight from Seattle to Houston in order to make a 10 a.m. meeting and arrived at the hotel at 6:30 a.m. with only a few hours intermittent sleep. I also had been forced to keep...
Limited Authority Counterstrategies
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,...
Diligence and Patience Will Often Pay Off
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...
Mediation Can Break Impasses
"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...
Best Practices System Critical to Corporate Success
"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...
Gender-Based Tendencies Impact Salary Negotiations
Washington Post included a list from Carnegie Mellon Professor Linda Babcock contrasting salary negotiation differences between men and women. She has found: Women, on average, ask for 30 percent less money than men Men are eight times more likely than women to...
Goal-Setting Not Simple
"Bailout Flips Confuse Market," read the Arizona Republic headline this week in describing the U.S. Treasury Department's "scattershot" efforts to stabilize our economy. Just five weeks after Congress passed a $700 billion bailout package focused on buying troubled...
Everything is Negotiable – Not!
"I've got this thing, and it's (expletive) golden... and I'm just not giving it up for (expletive) nothing. I'm not gonna do it." This quote, from Illinois Gov. Rod Blagojevich in allegedly conspiring to sell President-elect Barack Obama's Senate seat (which...
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