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Negotiating

The Importance of Focus in Negotiating

Recently I observed a complex negotiation between two people. It took place over a couple of days, and proved to be very frustrating to both parties. The problem? Lack of focus. One negotiator was fairly intent on making a deal and put together a comprehensive plan, based on what he knew about the other negotiator…

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Negotiating—It’s Not Just About the Money

Recently I had a conversation with one of our workshop alumni, and he told me a fascinating story about an agreement he made. It was especially intriguing because he used several of the concepts we talk about in our program. And money played only a minor role in the negotiation. Our client—we’ll call him Alan—has…

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4 Reasons To Talk Less & Listen More When Negotiating

Imagine visiting a doctor for the first time. The minute he walks in the door, he begins sharing his credentials, his innovative surgical skills, and the amazing success he’s having with a particular drug. Before you have a chance to share your symptoms or why you are there, he informs you that taking the wonder…

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5 Facts About Stress & Emotions in Negotiating

Emotions lead to wins and losses! Last week while working in Philadelphia, I was able to take a day and make a trip to Gettysburg, PA and the Gettysburg National Military Park. Whether or not you are a history buff, I highly recommend it. The park incorporates nearly 6,000 acres, with 26 miles of park…

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What’s My Motivation?

Too often, when negotiating, motivation is overlooked. Your motivation for making a deal and the others parties motivation just might surprise you! Without zeroing in on the “why” of each person involved it’s like flying blind. Recently I consulted with Steve about a negotiation he was involved in—he was at a loss as to what…

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Slow Down to Speed Up

you can learn a valuable lesson from the folks who keep us safe from fire: take time before you start negotiating to lay out every detail of the job ahead of you. Get organized, get things written down—you’ll save time and you’ll get better results.

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