6 min read
Tips For Asking The Right Questions in a Negotiation
Asking the right questions is a game-changer in any negotiation.
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2 min read
Do You Know The Full Range And Strength Of Your Power?
Knowledge, as they say, is power. And when you’re at the table negotiating with suppliers or a potential customer, this is truer than ever. That...
2 min read
How The Best Team Leads Foster Team Creativity
As automation sweeps across the business world, professionals need to ask themselves: what value can a human offer, that can’t be replicated by a...
2 min read
Tension is the Key to a Successful Negotiation
As humans, we’re naturally averse to dwelling within a state of tension — it’s uncomfortable, it makes us feel vulnerable, and it often leads to...
2 min read
How To Get More From Every Negotiation Meeting
A negotiation is a gestalt process: a series of events that, when taken together, lead to an outcome greater than the sum of its parts. That’s why...
2 min read
Why Traditional Supplier Negotiation No Longer Works
No business is an island – especially in a world of global supplier networks and transnational partnerships. What’s more, companies are increasingly...
2 min read
5 (More) Guidelines For Dealing With Price Pressure
In a previous blog post, we offered five guidelines to navigate the often slippery slopes of customer price pressure in a negotiation. But in the...
2 min read
How to ensure mutual understanding in a negotiation
There’s an old Buddhist story involving a group of blind men who encounter an elephant on their travels. Each attempts to describe the creature to...
2 min read
How To Manage Information Skillfully In Any Negotiation
The world’s best negotiators understand that managing information skillfully is critical. When you’re sitting across the table in any negotiation,...