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...Read more »
As you might remember, we discussed the power of least effort as a way of building bargaining power. Now, I would like to introduce you to two more work power principles- the wasted work principle, and the ‘easy come-easy-go’ principle...
Power is the most important factor in determining negotiation outcome. Experienced negotiators are aware of this and experiments confirm it...Read more »
Be skeptical. Things are not what they appear to be...Read more »
Many Americans have a negative attitude towards negotiating. At best, they think of bargaining as a necessary evil...Read more »
Negotiation motivators is a term to describe what makes people want to negotiate. One way to apply this is through a theory of negotiation called “The Iceberg Theory...Read more »
negotiation is about preparation, skill and organization. The more you are able to get organized prior to a business negotiation, the higher your likelihood of success...Read more »
Planning is an essential step in negotiation, and part of planning is gathering information. You will want to know about issues such as: Current market conditions Industry trends Pricing trends Company information Dr...Read more »