The difference between openness and penetrability can be seen in the accounting statements of the great savings and loan failures like Lincoln Savings and Loan. The government regulators and the public had access to their records, but they could not penetrate the reality of what was going on...
Read more »Research has found that if you want tougher negotiators, you must make them accountable for results. Department store buyers are tough because they are accountable for selling the merchandise they buy...
A negotiator should approach their negotiating like an investor approaches the stock market. Prudent stock market investors look to increase the value of their money...
Read more »If you are looking to take your negotiation skills to the next level from the comfort of your own home, check out our virtual negotiation programs. If you are going to make the most of the skills you learned at my Effective Negotiating seminar, and maximize your opportunities to craft truly creative, both-win agreements, build some thinking time into your negotiations...
Read more »As I mentioned in my previous post, a team of negotiators can often be more creative and bring a broader range of skills and knowledge than individuals can. Teams are often better able to track important details and think more broadly...
Read more »A team of negotiators can often bring a broader range of knowledge to the negotiating process than individuals can, and a team is often more creative. When properly organized, teams are less likely to overlook important details, plan better, and think more broadly...
Read more »Many people don’t realize how much they actually negotiate. In reality, negotiations are intertwined into many of our daily activities...
Read more »In National League Football, time-outs are one way of managing the pace and flow of the game. They can be used the same way in negotiation...
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