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...

Agenda Control Aids Negotiation Process

“What’s your price?” Maureen asked shortly after John arrived. “Cut to the chase. I’m running late, so just tell me what you’ve got and your bottom line.” “Wait a second,” John responded. “Before we discuss...

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...