Do yourself a favor, check your ego at the door before you walk into your next negotiation. Two weeks ago I delivered a negotiation program to a group in my local area. In every program I deliver, we apply the knowledge through focused and tailored role plays. The group that I was with were no strangers to negotiation. Many of them had been in roles that require negotiation for 20 plus years. All of them…
Can You Repair a Damaged Relationship?
I was going to do a post on how to repair a damaged relationship, but then I got to thinking, “To say that would be to presuppose that a damaged relationship can be repaired.” And can a damaged relationship actually be repaired? I suppose we need to make a distinction between personal and business relationships before we get into this, so let’s start off by saying that we’re only talking about business relationships. And, I…
Draw The Other Party In With Emotion
There are a lot of negotiation experts that will tell you to separate emotion from the negotiation you go into. Ever tried to do that in something that you’re really emotionally invested in? Yeah, and how did that go? If you’re like most people, it probably didn’t go very well. That’s because that advice is BS to begin with. Negotiation is intimate an emotional. You cannot separate emotion from negotiations. And if you are able…
The Logic Argument Is BS!
“Mark, you teach the preparation of development of strategy and efficient process in negotiations, but then in the same class you talk about tactical negotiation warfare and learning how to grind in a negotiation. The two seem counter to each other and I’m not sure I buy in to the need to learn to grind. My expectation is that as I approach the negotiation logically, so will others and therefore there will be no need…
Good Guy/Bad Guy Negotiating
We see the good guy/bad guy routine on T.V. all the time. It’s always some detective drama or movie where the two cops come in and run the routine and within minutes they’re getting the suspect to spill their guts in a dimly lit room with a metal table and metal chairs. But is the good guy/bad guy routine BS or does it actually work? The scene is always the same in the movies, isn’t…