The Power of Preparation Always Makes a Difference

The Power of Preparation Always Makes a Difference

The Power of Preparation Always Makes a Difference What is the most universally ignored but most effective negotiation tool? Preparation. I conclude every one of my seminars with this statement: “Prepare, Prepare, Prepare. It’s guaranteed to succeed. The more you...

Negotiation Preparedness Delivers the Advantage

You’re at your desk around 9:30 a.m. looking at your overwhelming “To Do” list, your stacked-up “In” box and wondering if your bonus – for once – will reflect your true value. Then the phone rings. It’s Bob, a potential strategic partner, calling to...

Prepare Yourself to Parry Common Negotiation Ploys

Here’s how it usually goes down. The prisoner is sitting alone in a locked room when two police officers enter. One’s the good cop. The other’s the bad cop. It’s a common negotiation tactic. Officer Toughguy starts by banging his hand on the table and pointing out –...

Preparation, Not Instinct, Key to Getting Top Results

A lawyer recently hired me to help negotiate the settlement of a very large lawsuit. After spending several hours discussing the negotiation, I inwardly groaned. My client, while a successful lawyer, had unwittingly made a major strategic error in the negotiation....

Offer-Concession Strategy A Key Part Of Preparation

I listed my house in 2003 at an aggressive price. I had been tracking the sales of comparable homes for eight years and had a good idea of what I could get. But you never know. So in setting my goal and determining my list price, I also asked two experts for advice:...