by John W. Tinghitella
You can observe a lot by watching. ~ Yogi Berra
If Yogi were writing this he’d most likely say, “You can hear a lot by listening”. In negotiation, listening is a crucial but …

by Greg Williams
When negotiating, there are times when apologies will hurt, more than help your position. In general, when apologies are offered sincerely and perceived as such, they tend to soften an opponent and …

by Larry Barkan
“One of the quickest ways to find out if you are wrong is to state what you believe.”
~ Penn Jilette, half of the illusionist duo Penn and Teller.
In her book, Being Wrong: …

by Denny Stockdale
If you are like most people, you’ve had to deal with personality conflicts in the workplace. Conflicts can be good if the people involved are focused on solutions. Unfortunately, that’s often put aside. …

by Dr. Chester Karrass
Laurie: Dr. Karrass always provides good advice on effective negotiating skills. These successful negotiating tips are useful to keep in mind when you’re making concessions.
In most negotiations, both sides move from their …