Mistakes happen in negotiation and in life. Our challenge? How to avoid them. Last month I described five common negotiation mistakes. Here are five more. Mistake #6: Underestimating the value of personal likeability I do about 50 percent of my training for lawyers...
I have a confession to make – despite having spent an enormous amount of time in the last 25 years studying, teaching and consulting on negotiations full-time, I have made some negotiation mistakes. In fact, I would suggest that everyone – even the most...
“I messed up, and I don’t know what to do. Now I need to ask for something back that I already agreed to provide. What should I do?” What should you do if you’ve made a mistake in a negotiation and you know it? First, realistically, sometimes...
