It Can Be Effective, But It Can Also Lack Integrity Every time I write about negotiation tactics, I tend to get a lot of interest. That makes sense because all of us deal with some form of negotiation in just about every aspect of our lives. That’s especially...
Discussing Common Negotiating Techniques That Work Let’s start with common ground. This idea came out of the Harvard negotiating project with a book called Getting to Yes. The book is 25 or 30 years old, but I tell you, it works. It’s my preferred...
Negotiation Tips: Flinch, Reflect, and Go Silent A Simple Technique to Get a Concession There are plenty of standard methodologies and techniques people rely on when it comes to handling negotiations, in everything from haggling over a yard sale purchase all the way...
You Might Not Want the Sale If You Can’t Protect Your Profit Margin. Anytime you’re selling, you’re trying to balance the price you’re asking for with the amount of value you’re providing your customer. If you want to get the highest...
The Secrets of Successful Dealmaking So You Get Every Dollar You Deserve. One of the most challenging aspects of any negotiation strategy is when you get asked the question: What do you want to get paid? This is a highly uncomfortable position to be in, especially...
Look Beyond the Price Tag and the Term Sheet to Identify the Best Buyer. There comes a point in every entrepreneur’s life when you begin to consider selling a business. There are plenty of reasons, maybe millions of reasons. Perhaps you’re ready to retire....
