By Mike Macchiarelli According to Social Psychologists, the concept of helping others saving face impacts just about every negotiation and bargaining encounter. Below are three effective ways to make our negotiations more “face friendly.” Be Proactive About Face Face is our perception of how we are viewed by others. Since everyone wants to be seen in a positive light, one of the most powerful ways to make our negotiations more face friendly is by…
Small and Medium Business Negotiation
In the procurement profession, in the capitalist community where we conduct business every day, the general idea is to be continuously profitable. This mindset often leads to cut-throat deals, harsh contracts, and, potentially, taking advantage of others in business or our customers, which is the public’s view of corporate America. Is this, however, the belief of many working in procurement negotiation? On a recent episode of Negotiations Ninja podcast, I spoke with James Orsini. James has been…
Priceless Negotiation Wisdom
Often, people think of approaching personal negotiations differently than professional negotiations. Personal negotiations involve emotions based on essential relationships in our lives, which can make it hard to look at them through a professional lens. But in applying our professional negotiation practices to our personal lives, you might be surprised at what outcomes you achieve. On a recent episode of Negotiations Ninja podcast, I spoke with Marty Latz – author, international speaker, and negotiations trainer…
The Realities of Crisis Negotiation
Never underestimate the importance of trust in a team. In a recent episode of Negotiations Ninja podcast, I talked with Mark Lowther, negotiation and communication coach and former law enforcement crisis and hostage negotiator, about one of his best moments as a crisis negotiator and one of his worst. The biggest advice he could offer after going through these moments in is his life was to ensure you have ultimate trust in your team. Having…
Developing a Contract Playbook
In the heat of business, the importance of contracts can often get lost. We make side deals on handshakes and “our word,” and we can forget the benefits of having everything in writing. Jeanette Nyden and Lawrence Kane have written a new book called The Contract Professional’s Playbook. I spoke with Jeanette and Lawrence on a recent episode of Negotiations Ninja about some ways in which contracts are crucial in maintaining relationships through the years…