Some people get their way by deliberately yelling and screaming. It's a negotiating tactic...Read more »
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...
In a wonderful book called, WOMAN DON'T ASK, the authors cite three studies which support the premise of their title. In one study, the experimenters looked at the starting salaries of students graduating from Carnegie Mellon University with master's degrees...Read more »
In most negotiations, it’s wise to give yourself room to make concessions if you have to. Straw issues are demands made specifically for the purpose of trading them away later to win something of greater importance...Read more »
Remember the Russian proverb, “It’s not the horse that pulls the cart. It’s the grain...Read more »
What follows are even more approaches that can win concessions in any negotiation involving a seller’s or merchant’s firm price continuing with the example of testing a department store price on a refrigerator. 19...Read more »
To help take on a firm price, we can learn as much from little things as from big ones. The principles of testing the price on products or services are alike whether it be for a case of Scotch, a new condominium, an IBM computer or the interest rate you pay on your mortgage...Read more »
We've been focusing a bit on how to put together a successful negotiation team. Here is a set of 14 Tips, a kind of checklist, to help you set up your winning negotiation team...Read more »