by Roger Dawson
Let me tell you how to conclude negotiations very effectively. You don’t have to use it when the other person is negotiating in good faith with you. You use it only when …

by Roger Dawson
The value of a service always appears to go down quickly as soon as those services have been performed. The value of any material object you buy may go up in value …

by Roger Dawson
One of the cardinal rules of Power Negotiating is that you should ask the other side for more than you expect to get. Henry Kissinger went so far as to say, “Effectiveness at …

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 …