Negotiating

At times, silence can be golden

April 14, 2021
Negotiating is about taking command of the conversation and pushing the discussion toward a resolution favorable to you, right? Not necessarily, says leadership consultant David Traversi.

Negotiation Quick Takes: May ’21

April 14, 2021
Negotiate on their turf—not yours … Made your point? Now pause … Original offers are just the start … Find conflict-resolvers during hiring

Phrases that can kill a deal

April 14, 2021
Did you know that using the seemingly innocent phrase “This is a good deal” in a negotiation can actually kill your deal?

Ask smart questions when negotiating

November 25, 2020
A negotiation isn’t an argument—or it shouldn’t be. Whether you’re trying to hammer out a deal with a job candidate, a customer, or your own boss, try using these simple strategies to clarify what you both want so you can come to a mutually satisfying agreement.

Negotiation blues? Take a break

November 11, 2020
Everyone gets frustrated during tense negotiations, but you can avoid an unprofessional outburst by applying this strategy.

What about those pesky deadlines?

July 9, 2020
Negotiating is tough, and facing a deadline for reaching an agreement just makes it worse. Several strategies can help make it work for you.

Don’t write until it’s right

July 9, 2020
Normally, getting ideas into writing ASAP is an effective way to catch their essence and keep a “running score” of progress. However, in negotiating there’s often something to be said for holding off on sharing documentation.

When negotiating, put some thought into the venue

March 11, 2020
Deciding where negotiations will take place shouldn’t be an afterthought. Location can make a significant difference in reaching your objectives for both you and your counterpart. Law professor Jeswald Salacuse recommends checking out the advantages and disadvantages of the four most common negotiating locations.

Don’t sign until deal is really done

February 13, 2020
Signed documents assenting to various points in the bargaining process can become binding agreements if you don’t take care. To protect yourself, keep the following tips in mind.

Are you mirroring well enough?

July 11, 2019
In his book The Science of Selling, David Hoffeld describes four subconscious behaviors to mirror in your efforts to win over a buyer.