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Will AI Replace Human Negotiators?

Will AI Replace Human Negotiators?

Years ago, I negotiated a business partnership involving my then negotiation planning and management software company, which helped individuals negotiate strategically based on the experts’ research. While that partnership did not succeed to the level we had...
How to Make Strategic Negotiating a Habit

How to Make Strategic Negotiating a Habit

I’m In the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated since we were toddlers – to strategic based on the experts’ proven research. I’ve been doing this for almost 30 years, and...
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...
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...
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...