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 …

by Dr. Chester Karrass
A negotiator should approach their negotation like an investor approaches the stock market.
Prudent stock market investors look to increase the value of their money. They look at growth potential, expected dividends, and …

by Dr. Chester Karrass
Some people get their way by deliberately yelling and screaming. It’s a negotiating tactic.
These screamers know from experience that other people find this negotiating tactic uncomfortable. Most people find it difficult to …

by Clive Hook
Influencing, persuasion and negotiation is a game of sorts. That doesn’t mean it’s not serious – think World Cup soccer and notice how much a game can exhilarate, infuriate and become the subject …

Dr. Chester Karrass
Negotiation is one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. The process of negotiating demands not only good business judgment but also …

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
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 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 …