Have you ever arrived for a negotiation meeting to discover that ...
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I want to use this blog to focus on the part of your negotiation planning when you and your team have to ask this question, “What is the consequence of not reaching an agreement?” I use it when ...
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A skilled global negotiator will always connect at an emotional and rational level in the negotiation and will always ...
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Having worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...
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Like in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
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All of us have been in a negotiation that has ended with ...
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Recent research from Stanford suggests we don’t negotiate well with our best customers because we ...
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It is only days away to the Olympic games of 2012. This is a great time to reflect on ...
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I recently completed a major consulting and negotiation project with a global bank. One of the more lively discussions was on how training can help senior executives develop a framework for strategic negotiations. It was clear ...
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As some of you know, from the last blog that I have just returned from an executive workshop at the Harvard Law School, Boston, USA. One main message from the “Negotiation and Leadership” workshop was ...
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In their marketplace, your top accounts are under tremendous pressure and are struggling to deal with ...
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When consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...