Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%. This overconfidence impedes their success as it prevents them from truly understanding the motivation of the other side.Nothing puts a relationship in jeopardy faster than poor listening. Husband, wife, son, daughter, boss or subordinate, people do not take long to...
When you go into a negotiation that has a high probability of being combative, these are the strategies for overcoming those points of contention. In fact, most of the approach stems from ignoring your natural inclinations to right the wrongs, explain the why, and promise to make sure the other side won’t have to experience the irritation ever again.
Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week goes by without a new offering espousing the importance of Emotional Intelligence (EQ) and interpersonal communication for business leaders.
Two weeks ago I coached a client before an upcoming negotiation. His company had been engaged in a relationship with a prospect for over a year that was based on assumptions that were never tested. My client is a real estate developer. The prospect was a potential tenant. The potential tenant provided a Letter of Interest as well as personally expressing their interest in leasing from my client....
One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how you prepare” and “what for” are equally, if not even more important.
Last week, I answered questions via a Quora session. One of the great questions I was asked was: What ways do people signal weakness or strength during negotiations?
Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%. This overconfidence impedes their success as it prevents them from truly understanding the motivation of the other side.
Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll need to take along this path.
Many times in life we are our own worst enemy, critic or obstacle. The same reins true in negotiation. Sometimes we start to compromise before providing the other party a chance to negotiate amongst themselves, or even more dangerous, we have a false perception of leverage which really did not exist.
A common misconception about negotiation is that the best course of action is to take a hard line with someone. Use logic to express that what you want is the right path. Be ready for objections and turn them back around on your counterpart.