Golden Rule Five: Control the Agenda

Agenda control constitutes a critical element in all negotiations. If, when and how we address issues affects our results. So does setting the appropriate atmosphere in which to most effectively explore the substantive issues. Learn how to set up your agenda to get the results you seek.

How to Maintain an Even Hand in Negotiation Process

You arrive at Dick’s office promptly at 10 a.m. for the negotiation and you’re asked to take a seat. Dick, whom you’ve never met, apparently is running late. Thirty minutes later, Dick appears, apologizes for the inconvenience, ushers you into his office and...

Negotiate How You Negotiate

First impressions count. In fact, they have a disproportionate impact on how you are viewed. That’s one reason it’s critical to thoroughly prepare for that first meeting. But how does everything play out for the rest of the negotiation? Should you map the process out...

Build a rapport before tackling tough issues

“What issues should we address in our first meeting or call? Should we tackle the toughest issues first, knowing the other issues will be irrelevant if we can’t resolve these? Or should we develop some early momentum on the easier issues, and then address the...