Improve Your Negotiations With The 5 Golden Rules.   LEARN THEM

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...

Flexibility and Timing Are Critical in Negotiations

She wouldn’t budge. Despite our concerted efforts to illustrate the unreasonableness of her position, she had dug in her heels. Or so we were told. The negotiation? The purchase of a house. The participants? The seller, the seller’s real estate agent, the potential...

Learn to Play the Negotiation Expectation Game

Let’s say I want to buy the house at 123 Negotiation Lane and it’s listed at $300,000. I do my research, analyze comparable sales in the neighborhood, find out its length on the market, evaluate its renovations and conclude it’s worth $290,000. Figuring I’ll pay...

Leaders Share Negotiation Strategies Anyone Can Use

“The thing I always try to keep in mind in any negotiation is to know what I want at the end of it. And I always make a practice of writing it down – what is victory for me? And then I set up a series of stages, as the negotiations unfold, and I always [try] to...

Think Carefully About Which Negotiation Games to Play

A client recently sent me a list of negotiation “games” its counterparts regularly use. The list ranged from lying about certain facts to falsely pretending not to understand critical issues. After we discussed how to counter these “games,” my client asked me which I...

Five Ways to Walk Away From the Table Feeling Good

“How can I make sure my counterpart walks away from the table feeling good about our deal,” a lawyer from one of the world’s largest corporations recently asked me. “I want to get the best deal, but I don’t want to harm the relationship...

Discounts, Fee Negotiations Present Special Challenges

“What should we do when our clients ask for discounts on our fees? We believe our fees are reasonable, and our clients agreed to them at the beginning of our engagement. But we also value our future relationship and don’t want our clients to feel unappreciated or that...

Balancing Planning With Flexibility Is Key

I spent hours preparing and trying to consider all of the strategic factors that would affect our potential partner’s evaluation. I brainstormed with colleagues, tested our presentation on others in the field, and tried to step into his shoes to list his anticipated...