The Master Negotiator
Who Has the Power in a Negotiation?
In almost 30 years of working with clients to help them prepare for significant negotiations, I have frequently found that most negotiators buy into the false assumption that their counterpart has more power than they…
Read MoreNegotiating Tactics
Negotiation Tactic #18 – Clarifying the Ground Rules
Summary: Creating rules to help enable a win-win negotiation. Although creating ground rules for conducting a negotiation is not necessary with the majority of counterparts, it may sometimes be in your best interest to do…
Read MoreThe Master Negotiator
Always Counter the First Offer in a Negotiation
One of the most frequent questions I am asked is, “Should I counter or should I accept the first offer?” This is usually followed by, “I don’t want to jinx my deal by countering when…
Read MoreNegotiating Tactics
The Role of Power in Negotiation
The word power has had a bad connotation for many years. It has received this reputation because most people associate the word with one side dominating or overpowering the other. I define power as the…
Read MoreNegotiating Tactics
10 Types of Power
Several types of power can influence the outcome of a negotiation. We emphasize the word “can,” because if you have power but don’t use it, the power adds no value to the negotiation. Position. Some…
Read MoreHelpful Leadership Products
