Negotiating Archives -

The Difference Between The Best Deal And A Fair Deal

The difference between the best deal and a fair deal is all about mindset. In almost any case, striving to do the best deal for your side requires a less-than-best deal for the other side. On the other hand, there’s a lot more room for all to win if you’re looking for...

How To Move From Win-Lose To Collaborative Leadership

Leadership Skills, Negotiating

Trump caved on the wall. Pelosi won. What next? She can certainly push her advantage. Or she could seek ways to collaborate. Her choice probably depends on her objectives for her working relationship with Trump – which is most likely for that relationship to end. If...

How To Decide When To Partner, Contract, Relate Or Transact

Leadership Skills, Negotiating

Almost every salesman wants to be their customers’ “partner”. And almost every organization benefits from having the right partners. Unfortunately this seemingly natural bias to partner leads to bad choices without a strategic approach to partnerships and guiding...

BRAVE Negotiating: A Better Path To Win-Win.

BRAVE Leadership, Negotiating

The only negotiating result that can stand the test of time is win-win. BRAVE negotiating can get you there, working through behaviors, relationships, attitudes, values and the environment from the outside in as you prepare in advance, manage the moment and follow...

High-End Selling: Be BRAVE or Be Gone

Leadership Skills, Negotiating

You must be BRAVE to sell at the high-end. Behaviors, relationships, attitude, values and the environment make all the difference. Ori Bukai, owner and founder of Allegro Pianos, gave me a master class in such high-end selling one week in June, applicable to products,...

What We Can Learn About Negotiating From the Great Compromiser

Leadership Skills, Negotiating

The chasm seems unbridgeable. While political parties exist partially to keep each other in check, at this point it looks like they are completely thwarting any progress. And progress is essential to keep things from collapsing like a house of cards. The parties have...