Congress passed the first significant gun control legislation last week in nearly three decades, despite many previous efforts to get something done. What happened in the negotiations that led to this, and how can we apply these lessons to our own negotiations?...
“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...
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...
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...
Last month I shared some top business negotiation lessons from Steve Hilton, Executive Chairman of Fortune 500 company Meritage Homes. Today, here are four negotiation pearls of wisdom from Nick Schacht, the Chief Global Development Officer for the Society for Human...
I recently spoke with two very successful business professionals about the strategies they’ve used in almost 70 collective years of business negotiations. Here are some of their most effective negotiation strategies and lessons learned. We will all do better if we...
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...
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...
“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...
