Negotiation Columns & Blogs

The recent financial crisis and the negotiations involving Wall Street, the Bush administration, the Federal Reserve and Congress have highlighted a number of critical negotiation lessons. Here are three: Recognize the power of precedent. Bear Stearns' demise and its...

While effective negotiation strategies almost always directly impact companies' bottom lines, they often take on even greater importance during tough economic times. What negotiation strategies can be most effectively used in a challenging economy? • Reassess your...

"When will they get back with me?" he asked. "I sent my proposal three weeks ago and haven't heard anything. (My counterpart) told me everyone was on board with the idea and they were anxious to start. Now nothing." "What should I do?" This question, from a consulting...

I’m told one of the world’s largest retailers used to invite potential suppliers to its headquarters and sit them in adjacent conference rooms. Potential supplier A would go in conference room A, potential supplier B in room B, etc. The retailer would first ask...

I made several significant purchases during the holidays (including a car) and these negotiations highlighted four lessons that apply in almost all negotiations. • You have to ask. It's a basic point, but one that many just don't do. In most negotiation situations, it...

Last week I had two canceled flights, a car service that didn't show up, a cab driver who didn't know where he was going, a missed flight connection that forced me to stay overnight in Philadelphia, and a train that hit a tree and got stuck. Despite this, I still made...

A fascinating set of negotiations just concluded that will affect almost 1/6th of our economy and almost all our lives. So what can we learn from them? Maintain a laserlike focus on your goal These negotiations began in early 2009 and concluded over a year later - and...

I recently led a seminar with a panel of expert negotiators, and each shared a particularly effective strategy they had used in their careers. Here are their pearls. • Creatively explore the parties' interests. Judge John Buttrick of the Maricopa County Superior Court...

“I just don’t have time to comprehensively prepare for every negotiation. I know I should – but it’s just not practical. Plus, not all my negotiations involve big stakes.” I wish I had a dollar for every time I heard this. It seems almost everyone intellectually...

The lady started at 285 RMB – about $50 – for the small doorknocker with the dragon face on it meant to ward off evil spirits. She was one of many vendors in stalls on the side of the road next to the chairlift that took tourists up to The Great Wall of China. I...

“Why should we negotiate face-to-face? Isn’t it more efficient to text, e-mail or even pick up the phone?” I get asked this a lot. And I often end up recommending a face-to-face meeting. Why? Here’s my Top 5 Reasons to Negotiate Face-to-Face. 1.     Easier to get a...

“How do you feel about your potential business partner? What does your gut tell you?” Gut feelings – good or bad – can make or break a negotiation. And little has a greater impact on how you feel, and how your counterpart feels about you, than first impressions. In...

“I’m not sure where to start. Traditionally, our side always makes the first offer. I’m comfortable with this. But if we start too high, we might offend them and they might not even respond. If we start too low, we might leave value on the table. What should we do?”...