Career Negotiation , Business Negotiation
“Aim higher to do better” Revisited

It always amazes me when something we have been teaching as a simple truth for a long time becomes someone else's revelation. From Business Week, September 10, 2007: "A new study conducted by professors at leading MBA programs suggests that most negotiators don't realize how much they are leaving on the bargaining table...

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Negotiation Strategies , Planning for Negotiations , Business Negotiation
Good Suppliers Make Customers Better

In the July, 2007 issue of GLOBAL LOGISTICS & SUPPLY CHAIN STRATEGIES magazine, they report on their annual survey of the best suppliers in the transportation industry. Out of the 1800 nominated suppliers they selected the best 100 and looked for what set them apart from their peers...

Negotiating in Life , Negotiating Tips , Business Negotiation
Entrenchment - The Avenue to Face-Loss!

Everyone knows what Entrenchment is. It is the process of arguing the same logic so many times that you can't change your own mind...

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Career Negotiation , Negotiating Tips , Business Negotiation
Skepticism Pays

A good negotiator must be skeptical. Not because the other party may be trying to be deliberately unethical or dishonest (although that may happen on rare occasions) but because when you take a skeptical approach it gives you the opportunity to avoid misunderstandings...

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Negotiating in Life , Business Negotiation
What Level of Authority Should You Have?

Most negotiators ignore the fact that having limits on their authority can make their jobs easier – it's a source of negotiating power. A negotiator with limits becomes harder to deal with...

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Negotiating Tips , Negotiation Strategies , Business Negotiation
Negotiating: Agreements - Understandings - Procedures

A procedure is a way of doing something. An understanding is an expression of mutual viewpoint and attitude on an issue...

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Career Negotiation , Negotiation Strategies , Business Negotiation
Concessions -- Much Like Investing in the Stock Market

A negotiator should approach their concessions like an investor approaches the stock market. Prudent stock market investors look to increase the value of their money...

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Negotiating Tips , Negotiation Strategies , Planning for Negotiations , Business Negotiation
Price Negotiations

An independent study by the McKinsey Consulting Group indicates "the fastest and most effective way to enhance corporate earnings is to raise prices. " There are a variety of ways to increase earnings...

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