by Joshua Uebergang
Conflicts sometimes seem to come out of no where, for little reason and once started they incite in ourselves anger, resentment, frustration and despair. Conflict resolution is possible with the right techniques. …

Dr. Chester Karrass
Many people approach negotiating much like a Ping-Pong game. One side serves, then the other. A few quick slashes (concessions) and it’s done. Then on to something else. Most of us are too …

by Dr. Chester Karrass
The negotiation suggestions below are based on research findings in human psychology. Like all research, experiments in negotiation persuasion are not exact models of the real world. Good business judgment is the …

by William R. Murray
To improve our appropriate assertiveness skills, we need to be aware of three types of behaviors on a continuum: avoiding, assertive, and aggressive.
We usually need to behave in the middle range with …

by Barbara Beccari
Have you ever worked with someone like this?
On days when things went smoothly, Mark could be a cooperative and productive member of the team – even very likable. However, other staff never knew …

by Barbara Beccari
Your “way of being” or who you are impacts on every aspect of your work including your communication style.
By becoming more aware of your personality’s speaking style (and those of others with whom …

by Dr. Chester Karrass
Questions are mind-openers and can lead both parties in a negotiation to a more active involvement with each other. This greater involvement is the key element to more satisfactory negotiations.
During a negotiation, …

by Barbara Beccari
Have you ever worked with someone like this?
On days when things went smoothly, Mark could be a cooperative and productive member of the team – even very likable. However, other staff never knew …

by Dr. Gary S. Goodman
Sometimes I question the wisdom of my colleagues in the negotiation training field.
I wonder if they have personally engaged in enough bargaining sessions, and if they have, are they current on …

Dr. Jim Anderson
In the world of negotiating, the actual process of negotiating is very much an art. In order to be good at it, a master sales negotiator needs to have a complete collection of …