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 …