Negotiating

6 tips from a master negotiator

June 14, 2010

Allan Stark loves to haggle. In his world, everybody can make out better on every deal. He’s made a second career by offering his negotiating skills on the web. His pitch: He’ll do even better on the very best deal you can make and then split the savings. Stark offers these tips:

Leadership Tips: Vol. 610

May 17, 2010
Pull audience members’ attention away from their BlackBerrys by asking a lot of questions, says Shaun Rein, managing director of China Market Research Group … How did Apple sell more than $150 million worth of iPads on the product’s launch day? It spent 25 years earning the privilege of delivering personal and relevant messages to their customers, says blogger and author Seth Godin …

What’s your negotiating style?

February 12, 2010

We all have a personal approach to negotiation. Individual differences in how we prefer outcomes when interacting with others strongly affect how we approach negotiation, according to Carnegie Mellon University professor Laurie Weingart, who with other psychologists has pinpointed four basic negotiating personalities:

Stay nimble, even when rules change

April 1, 2007
Here’s how to negotiate when conditions constantly shift.

You’ll win every game of ‘chicken’

December 1, 2006
If you want to win a negotiation, your threats to walk away have to be credible; making empty threats will only turn your whole team into losers. Here are five ways to reinforce your credibility while demanding more:

When negotiating, take the right side

December 1, 2004
In high-stakes negotiations, sitting across the table from your opponents ends the signal that you are enemies, not collaborators who are looking for solutions that meet both your needs.