Category Archives: Negotiation Tips
Separating people from issues – is this desirable?
One of the standard maxims for good negotiations is to avoid getting personal. As always – looking for a simple answer to a complex questions is likely to cause more harm than good. Separating the … Continue reading
Sometimes you can get lucky…….
We all like to get lucky. There are times when, through good luck or good positioning your counterparty will offer terms that are substantially better than what you had expected to achieve. This may happen … Continue reading
The danger with assumptions
Why making assumptions can be dangerous and how to deal with them Continue reading
Dealing with extreme demands
Here is a little story about dealing with extreme demands. Not so long ago I was with a group of senior executives presenting my fee negotiation programme and discussing the value this would generate for … Continue reading
Going first or second
Going first or second is one of the major challenges during a negotiation. This is an extract from Chapter 9 of High Impact Fee Negotiations and Management for professionals dealing with this issue. At some … Continue reading
Anchors – powerful negotiation tool
Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading
Importance of process
I recently came across a short but interesting blog by Carl Van Claims Expert that made a simple but absolutely vital observation. One of the most distinguishing features of outstanding negotiators is their use processes. … Continue reading
