How to Gain Leverage During a Negotiation

In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.

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The Dos and Don'ts of Negotiating with Vendors

Okay, so you’ve reached out to a vendor, communicated what you’re looking for, and requested a service-level agreement (SLA), timeline, and price quote. In an ideal world, the proposal you receive would match your desired budget, goals, and expectations. But that’s often not the case.

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How To Make A Counter-Proposal?

    When responding to any counter-proposal, you need to make sure you don’t let yourself get sucked into the sequential move game. In a sequential move game with “evenly” matched players, as a second mover, you can only tie or lose. Are you interested in a more complicated game of tick tack toe?

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Did You Know There Are 5 Levels of Listening?

    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...

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The Key to Disarming The Attack

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.

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Why Are We Still Talking About This?

  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. 

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Are You The Favorite or The Fool?

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....

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Why Assumptions Should Be A Hypothesis

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.

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How to Identify Leverage In A Negotiation

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?

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Are You Underperforming As A Listener?

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.

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