Posted on November 27th, 2007 by admin
I was negotiating a significant consulting contract with a very straight-laced Midwestern natural resources corporation.
My counterpart, a fellow who seemed to handle himself very well, was not at all cooperating with me to seal a deal, so instead of walking away from our negotiations, I simply said:
“You’re following an interesting negotiation strategy here, but I’m […]
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Posted on November 22nd, 2007 by admin
I just finished conducting my “Best Practices in Negotiation” seminar at UC Berkeley, and we found support for the #2 Best Practice in Negotiation:
“If you make a concession, get a concession in return.”
The concept is reciprocity: We give-and-take, one hand washes the other, and I’ll do for you, if you’ll do for me.
This is time-proven, […]
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Posted on November 22nd, 2007 by admin
I just finished conducting my “Best Practices in Negotiation” seminar at UC Berkeley, and we found support for the #2 Best Practice in Negotiation:
“If you make a concession, get a concession in return.”
The concept is reciprocity: We give-and-take, one hand washes the other, and I’ll do for you, if you’ll do for me.
This is time-proven, […]
Filed under: , , , , , | No Comments »
