Negotiating in Life , Negotiating Tips , Negotiation Strategies
Yelling and Screaming

Some people get their way by deliberately yelling and screaming. It's a negotiating tactic...

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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...

Career Negotiation , Negotiating in Life , Negotiating Tips
Women Don't Ask!

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...

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Negotiating Tips
Straw Issues-Filling the Pot

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...

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Negotiating Tips
The Eleventh Sales Defense-Make Concessions That Give Nothing Away

Remember the Russian proverb, “It’s not the horse that pulls the cart.   It’s the grain...

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Negotiating Tips
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Four

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...

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Negotiating Tips
How to Tackle a Firm Price Whether You Buy as a Consumer or Professional-Part Two

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...

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Negotiating Tips
Checklist for Putting Together a Winning Negotiation Team

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...

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