How Many Times Have You Cut Yourself Short In Negotiations?

By Marvae Eikanas / October 7, 2018 / 0 Comments

Measure twice, cut once. That’s my husband’s motto when it comes to any sort of woodworking project. He’s learned the hard way that when you measure incorrectly and cut off too much it leaves you in a pickle! Why is it that when you fail to measure correctly it’s usually because you fail to measure…

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The Downfalls of Being a Needy Negotiator

By Bradley Humbles / April 29, 2018 / 2 Comments

Most people have heard of Abraham Maslow’s Hierarchy of Needs, put forward in his influential paper from 1943, A Theory of Human Motivation. In this paper, Maslow proposed that healthy human beings have a certain number of needs, that are arranged in a hierarchy, with some needs (such as physiological and safety needs) being more primitive or…

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Giving Away The Farm

By Bradley Humbles / November 30, 2017 / 0 Comments

Why offering discounts should be a last resort In 1989, I started my career at UPS. The 17 years I spent there were eye-opening in countless ways, but maybe the most astounding was that up to that point—in its 102-year history—the company had not offered discounts to any customers. Not even the largest ones. Imagine…

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Slow Down to Speed Up

By Bradley Humbles / October 8, 2017 / 2 Comments

How thinking like a plumber can improve your negotiating. The other day I was at a networking breakfast and struck up a conversation with someone I knew, but not all that well. I had no idea that previously he had worked as a manager for a company that installed fire suppression systems—what you and I…

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negotiating myths, strategy, anchors, offers

Debunking One of the Most Common Negotiation Myths

By Bradley Humbles / September 10, 2017 / 2 Comments

A short time ago I came across a Facebook post titled “Rules for My Son” that had some advice quoted from a recent book. I was cheerfully reading down the list of 30 (!) rules when I came across number four: “In a negotiation, never make the first offer.” There were quite a few of…

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3 Myths About Negotiators…& the Truth About the Best Negotiators

By Bradley Humbles / August 13, 2017 / 0 Comments

Many people do not consider themselves to be capable of quality negotiations—and with good reason. You’ve probably heard some well-meaning, but ultimately useless, advice about how a negotiator ought to behave or you have an image in your head of what the ideal negotiator is like—shrewd, tough, and never willing to back down. In fact,…

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Think You Don’t Negotiate? Here’s Why You’re Wrong!

By Bradley Humbles / July 2, 2017 / 0 Comments

Not a sales professional or the CEO of a major corporation? Then why do you need to learn to negotiate more effectively? Because we all have to make agreements! Think back to the last conflict that popped up at your business—for example, a current employee isn’t happy with her salary and believes she deserves a…

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3 Tips to Help You Make Your Business Relationships Better

By Bradley Humbles / June 2, 2017 / 2 Comments

If you’re a small business owner, you know there are dozens of decisions and conversations that you must make for your business daily. What you may not always be conscious of is how many of these involve negotiation. Whether it is deciding a price with a vendor who supplies products that you need to keep…

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Man Covering Face in Frustration

5 Surefire Ways to Make a Bad Deal

By Bradley Humbles / April 6, 2017 / 0 Comments

Over the past 25 years I’ve been around a large number of negotiations; some that I’ve been directly involved in, and others that I’ve observed or read about. Through that experience I’ve arrived at a definition of a good deal as one in which both parties are better off than if they hadn’t made a…

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Man Holding Car Keys

When Less is More: Leave Room for Creativity When You Negotiate

By Bradley Humbles / March 20, 2017 / 0 Comments

When I landed at Orange County Airport I needed to pick up a rental car for the week I would be spending in California. I had reserved a full size car because I was going to be driving from Costa Mesa to San Francisco—a distance of over 400 miles—and I wanted to be comfortable. After…

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