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Building a Negotiation Culture

Building a Negotiation Culture

“Our folks don’t think about the sales process as a negotiation. They think the negotiation is just the back-and-forth at the end. This causes problems. How can we reset our culture so they consider the entire effort a negotiation, from their first contact with a...
A Negotiation Failure with Putin

A Negotiation Failure with Putin

Russian President Vladimir Putin in 2007 brought his Labrador to a negotiation at his Black Sea residence with German Chancellor Angela Merkel, who had a well-known deathly fear of dogs since childhood. In a photo taken at the time, Putin is seen smirking while Merkel...
Annual Lessons Learned to Implement in 2022

Annual Lessons Learned to Implement in 2022

Here’s my annual list of lessons learned from my 2021 columns and a reminder to put these strategies into practice in 2022. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Don’t scream at negotiation...
The True Value of Expert Negotiation Training

The True Value of Expert Negotiation Training

I have been training business professionals and lawyers to more effectively negotiate since 1995. I have written this monthly column since 1999. I make my living from the former. The latter is free (including the almost 300 at www.ExpertNegotiator.com). So here’s the...
How to Negotiate a Raise: Part Two

How to Negotiate a Raise: Part Two

The two most expensive letters in the English alphabet are “O.K.,” which is how many respond when offered a raise. After all, many don’t want to appear greedy or unappreciative by asking for more – even when you deserve it. It can also be scary, as there is always a...
How to Negotiate a Raise: Part One

How to Negotiate a Raise: Part One

“I’m really nervous about this. I enjoy my job and love the company. They treat me well and provide me with the flexibility and support to personally and professionally succeed. But I feel like I’m undercompensated relative to the value I add. I don’t want to leave...
3 Business Startup Negotiation Lessons

3 Business Startup Negotiation Lessons

About 15 years ago I started a negotiation software company and began a series of some of my most professionally challenging negotiations. Failing at any of them could have marked the death knell of the company. Here are three lessons I learned from those start-up...