In a previous post I spoke about negotiating past the agreement at hand. As promised, here are some things to consider: Does my counterpart’s opinion of myself or the deal matter to me? Unless you are buying a knickknack souvenir on vacation (in which case, feel free to skip this post altogether and enjoy your […]
Negotiation
Getting past Yes
Getting to Yes and Getting Past No are two books on negotiation I find myself recommending to clients, friends, family (and just about everyone else). They’re easy to follow, yet provide game-changing insights to the would-be negotiator. If you haven’t yet read them, amazon.com is your friend. I mention this because what I’m seeing more […]
Seven Deadly Sins of Negotiation
…and Seven Contrary Virtues to see you through (This post deleted because, well…. it sucked. While there were a few good points made (if I do say so myself), forcing it to conform to an artificial framework (7 Sins v 7 Virtues) made it come off forced and artificial. Lesson learned! — Joseph)
Negotiation as Poker — a Study in Cliché
I’ve found that most people who make the comparison between poker and negotiation generally know little about either. As I know a little about both, and because there is still some value in the comparison, I’ll brave the cliché. Beginning poker players think it’s all about the big bluff or hitting that fifth spade for […]
Beyond Compromise… Searching for Synergy
Synergy People often don’t understand what I do. That’s fairly understandable, as I myself often redefine what it is that I do as I learn more about, well… how I do what I do. Talk about mediation with someone, they generally think about finding the common ground. Talk about negotiation theory and strategy, they generally […]