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…
How To Stop Negotiating With Yourself
We negotiate with ourselves prior to a negotiating with others because we are afraid. We all feel fear prior to negotiations and we all make concessions to fear before we even begin negotiating with others. In this post, the last of our 3 part series, we discuss what we can do to avoid conceding to fear prior to a negotiation. So how do we stop ourselves conceding to fear? Strangely, recognition and awareness is actually…