Negotiation Columns & Blogs
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Great Negotiators Research, Weigh Feelings
I recently met Richard McWilliam, the long-time Chairman of Upper Deck, the worldwide sports and entertainment company that revolutionized the sports trading card business. Since McWilliam constantly negotiates with sports agents and icons such as Michael Jordan and...
Positive Attitude and Goals Can Make a Difference
In 1955, Sony’s leader, Akio Morita, turned down an order for 100,000 of its $29.95 transistor radios. This deal was worth several times Sony’s working capital at the time and would have been its biggest deal ever. Morita called his turn-down the “best decision” he...
Bottom line: Goal best hit slowly
"I believe in short-term wins and long-term relationships," a successful executive told me during a recent negotiation in which we had two paths open to us: focusing on a longer-term deal with many complex moving parts, or proceeding with a smaller deal with a limited...
Set your personal goals in advance
Major League Baseball All Star pitcher Jered Weaver of the Los Angeles Angels last August admittedly left millions of dollars on the table when he passed up free agency and signed an $85 million five-year deal with the Angels. In announcing the deal, he said “Could...
Price isn’t always most crucial in closing deals
A successful business colleague recently lost a seven figure deal due to being 1% more expensive than a competitor. That’s $20,000 on a $2 million deal. My colleague was obviously disappointed. But critically, he was searching for lessons he could learn from that...
Negotiating Skills Give Both Players Part of the Win
“Let me suggest a few options – each of which would be acceptable to us,” I said to the furniture store manager. “Either provide us with 80 percent of our money back for the practically unused piece of furniture we purchased, or give us a credit – to be used in your...
Make Sure to Negotiate Strategically, Not Instinctively
https://www.youtube.com/watch?v=umZ1cWo6YCY “What’s the single-biggest mistake most individuals make in their negotiations?” a seminar participant once asked me. “And what can they do about it?” The biggest mistake? Most individuals negotiate instinctively, not...
Using Negotiation Principles Can Enhance Book Value
I recently decided to hire a publicist to help with the publicity for my first book. While my publisher assigned its own publicist, my agent recommended that I also hire a publicist to augment its efforts. Since almost every businessperson has undertaken negotiations...
Temper Your Instinct With Strategy In Negotiations
"I left a fortune on the table because I went against my instincts in that negotiation," a highly successful businessman and real estate developer told me recently. "Yet I know it's critical to negotiate strategically and not just rely on your instincts," he said....
Temper Your Instinct With Strategy In Negotiations
"I left a fortune on the table because I went against my instincts in that negotiation," a highly successful businessman and real estate developer told me recently. "Yet I know it's critical to negotiate strategically and not just rely on your instincts," he said....
Olympic Games Offer Golden Rules For Negotiators
Olympic snowboarder Lindsey Jacobellis blew the gold medal just as she was about to cross the finish line and bring one home for the United States. Why? A little showboating for the crowd. And much has been written about Olympic skier Bode Miller and his seeming lack...
New Year’s Resolutions: A Good Idea For Negotiators
January 1st of every year brings many personal and business resolutions -- eat healthier, stop smoking, be a better boss. In the business world, few skills will more effectively help you achieve your new resolutions than your negotiation ability. So here are four...
How to Negotiate Better in 2009
The New Year always provides an opportunity to reflect on the past year and make resolutions for the next. Here are four of my negotiation-related reflections and resolutions that can help us all as we negotiate in 2009. • Set goals and design a strategy to accomplish...
Negotiation Confidence Improves Your Results
"I'm having trouble sleeping at night worrying about this negotiation. While it's not a huge deal, it's just really bothering me. What do you recommend?" Here is my advice to get some peace of mind and increase your likelihood of getting your best possible deal. •...
McCain’s Lessons on Negotiation
I recently flew to Washington, D.C., and Sen. John McCain was on the same flight (in coach, too). Since he has a well-deserved reputation over the years for taking a lead role in successfully negotiating bipartisan compromises on a number of difficult issues, I asked...
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