Data, data everywhere
The old saying that knowledge is power is especially true in negotiations. Before going into any type of business or personal negotiation you need data and other information. If you are negotiating...
View ArticleDon’t Be Rushed By Deadlines
It turns out that both skilled and unskilled negotiators make their largest concessions as time runs out.
View ArticleDon’t Panic At Deadlines
A negotiation book aimed at teaching the Japanese how to negotiate with Americans includes the phrase, "“It is a given that the American negotiator will make their flight!” If this sentence applies to...
View ArticleCaution-Your Concessions Will Get Larger Than Necessary As Deadline Nears
A curious thing happens again and again in practice negotiations we conduct at seminars. Attendees are able to control their concession behavior through most of the bargaining. They make relatively...
View ArticleNegotiating Deadlines
Deadlines force action. It’s no accident that tax returns are filed on April 15, that Christmas presents are bought on December 24th, or that political lobbyists get bills passed just before...
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