Why Project Preparation Is Really Negotiation Preparation Project preparation is often treated as an internal planning exercise. Teams define deliverables, assign responsibilities, create timelines, and identify resources. Those steps matter, but they are only part of the work. A project plan is also a set of negotiated commitments between...
Why Smaller Businesses Often Feel Disadvantaged Negotiating with a larger customer, supplier, distributor, investor, landlord, or institutional partner can feel intimidating. The larger party may have formal procurement procedures, standard contracts, preferred pricing expectations, legal review, payment policies, and more experience negotiating similar agreements. A small business owner may...
Why Entrepreneurs Prepare for the Obvious Negotiations but Miss the Hidden Ones Most entrepreneurs understand that a sales deal, funding round, or acquisition conversation deserves preparation. These negotiations feel important because the stakes are visible. A customer might say no. An investor might walk away. A strategic buyer might...
Why Priority Conflicts Are Negotiation Moments Priority conflicts often appear as management problems. There is too much work, not enough time, limited staffing, unclear ownership, or disagreement about what matters most. But beneath those problems is usually a negotiation about value, timing, resources, risk, and accountability. Competing Priorities Require Tradeoffs When...
Why Scope Creep Starts Before the Work Expands Scope creep rarely begins with a major demand. It usually starts with something that sounds reasonable: one more round of revisions, a small additional deliverable, an extra meeting, a faster turnaround, a minor feature, a different approval process, or a request...
Small Businesses Often Lose Value Gradually Most small business owners understand the importance of winning customers, keeping cash moving, and maintaining strong relationships. That pressure can make negotiation feel risky. When a customer asks for a better price, a vendor pushes for faster payment, or a partner requests more...
Why Value Protection and Relationships Often Feel in Conflict Many leaders want to be both commercially disciplined and relationship-aware. They want stronger agreements, better margins, clearer terms, and realistic commitments. At the same time, they do not want to seem rigid, aggressive, or difficult to work with. This is...
It’s regrettable that the legal profession is held in such disrepute. Newspapers are full of stories about lawyers who abuse their clients and charge unconscionable fees. It is no surprise that so many people wonder if the legal system and its army of lawyers are out of control....
Why Deadlines Matter in Negotiation Deadlines matter because they change how people think. As the clock runs down, the pressure to decide often becomes stronger than the pressure to decide well. That shift can be dangerous. A party that felt patient and analytical at the start of a negotiation...
Why Small Negotiation Mistakes Lead to Bigger Losses The good news is that these mistakes can be corrected. As Dr. Chester L. Karrass taught, negotiation is not an inborn talent reserved for a few naturally persuasive people. It is a process that can be learned, practiced, and improved. Once...
What Does Good Cop Bad Cop Mean? At its core, good cop bad cop means two people on the same side play different roles to influence the other party. One becomes the source of discomfort. The other becomes the source of relief. The goal is to make the other...
Every great negotiator must know how to resolve conflict because almost every negotiation in business, as in life, is just one stage in a longer-term relationship. Not only can great conflict resolution strategies help you to avoid weakening a good relationship, they can transform a pretty decent partnership into...
Negotiating can be a challenging endeavor, especially when high stakes are on the line. As the negotiation unfolds, you might encounter situations where it seems the other party has the upper hand. In such moments, you're faced with three choices: accepting the deal without further discussion, walking away...
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