I recently ran a four-day negotiating skills conference in Australia for a group of senior marketing managers and representatives; the group were highly motivated. They were working in an interesting market, and they were keen to find creative ways to negotiate. The conference was as stimulating for me as it was for them.
During a break, one of the participants approached me “What you say is interesting,” he said, “but I have to ask something. Why do you bother to go on with a negotiation if the other side is stuck on price and won’t move?”
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