Business Negotiation
Are you a bully?

We are all familiar with bullies. We were probably harassed by a bully at least once during our school years...

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Business Negotiation
Questions

As you know, successful business negotiations require a good amount of listening and learning. There is no better way to listen and learn than to ask good questions of the other party...

Business Negotiation
Patience in Negotiations

Patience really is a virtue “All you need is a little patience. ” We’ve heard that for years, in church sermons, from our teachers, our parents, even from pop songs...

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Business Negotiation
Rules for Negotiations

Are there rules for effective negotiations? According to Anthony Tjan, founder of Cue Ball, a venture equity bill, there are four main rules for effective negotiations. He writes about them at the Harvard Business School blog...

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Business Negotiation
Negotiating Changes

Negotiations involve change: price increase, scope of work modification, request for discount, union demands, reduction in volume, change supplier, design change, people changes. Recession = Change = Pressure During recessionary times negotiating change is more difficult...

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Business Negotiation
Testing Your Assumptions

What are your assumptions and can you trust them? Assumptions are educated guesses or guesstimates about what the other person is doing, thinking and/or planning. In business negotiations, we work to assess the other person and part of that assessment is to make assumptions...

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Business Negotiation
One Time Negotiation or Long-Term Relationship?

When you negotiate with sellers or suppliers, does it matter if you are going to be using their services or products for the long term or the short term? The answer probably has to do with your goals and motivations. If your goal is to craft the best deal for yourself, regardless of your relationship, then the one-time or long-term question does not matter...

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Business Negotiation
Do You Need a Mediation?

Webster’s defines mediation as “intervention between conflicting parties to promote reconciliation, settlement or compromise. ” The U...

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