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 Ian Bishop
The myth
Most training courses in negotiation will advise you that the “win/win” result is always what you should aim for. That’s when both parties feel they have done well out of …

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 …

If you want to be a more successful leader, you must be able to persuade others. Leadership and learning expert Kevin Eikenberry wants to show you the secret superpower for persuasion and how you can …

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
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 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, …