by Roger Dawson
Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let’s look at a couple of ways of …

by Roger Dawson
What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working for a win-win …

by Roger Dawson
In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti’s military commander, General Cedras. The phone rang and it was President Clinton …

by Roger Dawson
Power Negotiators know that you should never say Yes to the first offer (or counter-offer) because it automatically triggers two thoughts in the other person’s mind.
Let’s say that you’re thinking of buying …

by Roger Dawson
The way that you conduct yourself in a negotiation can dramatically affect the outcome. I’ve been teaching negotiating to business leaders throughout North America since 1982 and I’ve distilled this down to …

by Dr. Jim Anderson
Power, power, power – sales negotiations are all about who has the most power, right? Well, no – sometimes it’s about who doesn’t have the power. A case in point is when …

by Greg Williams
Do you become psychologically disadvantaged when negotiating? Are you aware that smart people do dumb things, because they’re psychologically manipulated when negotiating? Do you know how such psychological manipulation occurs and how to …

by Dr. Jim Anderson
How are your mind reading skills? Not so good? Dang – just imagine how handy that would come in during your next sales negotiation. You could just close your eyes and you’d …

by Greg Williams
When you negotiate, to what degree should you disclose what you hope to receive from the negotiation and how should you go about revealing your desires? The answer to a great extent depends …

by University of Notre Dame
Negotiations take place every day, all over the world. From small barters at the farmers market to big business mergers, negotiations are a natural part of life. Everyone has varying degrees …