Negotiation Columns & Blogs
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Difficult Times Lead to Stronger Borrower Leverage
According to the The New York Times recently, lenders are "rushing to round up what money they can (from delinquent borrowers) before things get worse, even if that means forgiving part of some borrowers' debts." This is due to an expected large increase in credit...
SaaS and Marriage
A recent article about SaaS (software as a service) application contracts describes the vendor/customer relationship as "more like marriages than experimental flings. This analogy caught my eye because it highlights the need to tailor your negotiation approach. When...
Retail Negotiating Going Up
According to a survey by the market-research firm Research Group, 72% of American consumers reported negotiating over a retail purchase in the past four months. This is up from a year earlier when only 56% of respondents reported they had done so. Britt Beemer,...
Getting Paid and the Reciprocity Rule
In a recent Financial Times article about "speeding up the process of wringing money out of late payers," one business owner offered that "the best method is to have a good relationship with a client's accounts department." He suggested finding out "who signs the...
Contract Writing and Negotiations
In most cases, significant deals should be reduced to enforceable written contracts. Preferably, you and/or your lawyer should draft them and you should have standard templates for your standard agreements. Doing so has several advantages: 1) Your first draft becomes...
Keep Your Cool
A recent CNN article about managing negative emotions in the workplace points out that in tough times, keeping your cool is essential. The same typically holds true in the negotiation context. Tempers often flair in high-stakes negotiations and this can lead to an...
Problem-Solving is Key in Salary Negotiations
Are you looking for a job or wondering what - if any - raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment. Assuming your employer or potential employer will...
Deadline’s Impact on a Job Opportunity
One of our seminar attendees was recently laid-off and has interviewed with several potential employers. He received an offer from one, but it came with a 24-hour deadline. While it wasn't his top choice, he hasn't heard from the other companies yet. First, let's...
Why High Profile Consumer Advocates Get Great Negotiation Results
The New York Times will soon start a consumer advocate column in which its advocate will solicit consumer complaints and selectively intercede and negotiate on their behalf. Called "The Haggler," I fully expect them to get great results. Consumer advocates in the...
Does Consumer Anger Pay Off?
In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore "emotional gaming" in consumer behavior - concealing your actual emotional state or displaying one different from your actual emotional state to try to improve the...
Dealing with (Feigned) Irrationality
After its nuclear test on Monday which generated international condemnation, North Korea reportedly fired several short-range missiles the following day. These actions by North Korean leader Kim Jong-il - who has been accused of acting and being irrational - raises...
Top Ten Impasse-Breaking Strategies
Keeping with the "Top Ten" theme from last week, here are my Top Ten Impasse-Breaking Strategies: 1. Get or share more information 2. Switch objective criteria 3. Prioritize needs and interests 4. Brainstorm options 5. Set deadlines 6. Temporarily put aside the issue...
Top Ten Independent Standards
Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based...
Top Ten Characteristics of Competitors
One important aspect of negotiating is to understand your and your counterpart's preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of course,...
Top Ten Characteristics of Accommodators
As a follow-up to last week's blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics, here are my Top Ten Characteristics of...
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