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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...
Top Ten Negotiation Mistakes: Part Two

Top Ten Negotiation Mistakes: Part Two

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...
Top Ten Negotiation Mistakes: Part One

Top Ten Negotiation Mistakes: Part One

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...
4 Pandemic Negotiation Lessons

4 Pandemic Negotiation Lessons

I was shocked and dismayed a year ago when millions of us were grounded and effectively sentenced to house arrest as the world confronted the pandemic that upended many of our lives and livelihoods. Since then, we have all personally and professionally adapted in...

How to advance price talk

I recently reached a dead-end in a negotiation largely involving one major price issue. I didn’t want to come down – and my counterpart wouldn’t go up. And I knew he had reached his end point, because he had already gone back to his boss twice for more, and we had a...

Definitive Negotiation Tips to Keep on the Right Track

A client recently asked for negotiation advice about selling his business. He’s in his 40s and has been growing his business for about 15 years. He started as its marketing guru, progressed to an ownership share and took over its helm when its founders decided to...