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...
One of the most important items you bring to the table during a negotiation is your credibility. After all, if the other party doesn’t believe or trust you because you aren’t credible, then it is likely the negotiation won’t go very well at all...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. Have the courage to try these ideas...Read more »
Americans as a whole are hypnotized by firm prices, more so than those who live in other societies. We are inundated by what appears to be firm prices...Read more »
What is the effect on the person negotiating when others, besides the opposing team, are in attendance at the talks? First, it is well to recognize that there are three audiences whose respect the negotiator is anxious to win: the people they represent back home, those on their own team and, in a strange way, the opposing party. Research indicates that people see approval from an audience...Read more »
There is risk in quick a negotiation. Quick negotiations are generally foolish negotiations...Read more »