My book is now available for sale on Amazon. I also have a few copies for sale on my website as well. It is a rising star. I’ve gotten tremendous feedback from those who pre-ordered their copies. Be sure to download your free copies of the Negotiating Money Diagrams associated with Chapter 4 and the Negotiation Planning Sheets associated with Chapter 12.

Read the rest of Negotiation Rules! A Practical Approach to Big Deal Negotiations Now Available on Amazon! >>

Read the rest of Love-Hate: Negotiating with Family >>

Negotiation Rules is now available on AMAZON, Barnes and Noble, and anywhere books are sold.  

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Consider this: Your company supplies Fortune 1000 company. A reputable industry insider calls you with information that the Fortune 1000 company is struggling financially in a way that is not yet public. Next week you are flying to meet with Fortune 1000 purchasing to re-negotiate the supplier agreement. What if anything should you do with this information?

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Several business leaders in the Seattle area met for breakfast on a cold, wet day in mid-April. As each person shared a favorite negotiation war story, I jotted down a pearl of wisdom. What you have here are seven pearls of unconventional wisdom. These bits of advice were learned the hard way: Trial and Error! Because all of the folks at breakfast have hugely successful careers, and because not one of them took a negotiation class, I suggest you take them to heart. These pieces of advice gave them a negotiation advantage, and they’ll do the same for you.

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Have you ever wanted to know how good you really are at the bargaining table? I’ve created a tool that will let you assess your negotiation know how! If you’re interested in improving your negotiation performance, email me for your free negotiation skills assessment. jn@jnyden.com

The most amazing (bad!) thing happened to me a couple of weeks ago. I negotiated a great alliance on behalf of my client (a vendor) with one of their customers. It is a very collaborative discussion and we talked about all the ways my client would share marketing efforts and win referral fees from the joint marketing efforts with the customer. Then, . . . . I got the contract from the customer’s lawyer!

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Stressed out and stretched thin. That’s today’s business theme. All kinds of businesses are making tough choices. Customers are cutting back. Some are on the brink of disaster, while others are perfectly fine but act like they are on the verge of collapse. All of this economic uncertainty is creating havoc with many long-standing business relationships.

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The Sunday, February 15, 2009 Washington Post ran a fascinating article about truth telling and trust. Researches at MIT’s Media Lab found that body language, vocal pattern and pitch are so critical to human trust that the researchers could predict the success of a sales pitch by reading body language alone. They didn’t even have to hear the content of the pitch.

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 I have a confession to make – I listened in on someone else’s conversation at a Starbucks. In fact, I listed as two lawyers, who I am guessing worked as in-house counsel for one of the large Seattle based corporations, complained about a particular negotiation. What’s more, I was so happy to listen to them, that I was delighted to get a text message that my colleague was running late. I listened to them with my negotiation coaches’ hat on. Here was the rhythm. #1 Guy started by asking #2 Guy what their next move should be at the bargaining table. #2 Guy complained about the personality of their counterpart. #1 Guy agreed and added a few words. #2 Guy added that their counterpart’s requests were unreasonable. #1 Guy agreed and complained again about their counterpart’s personality. And on it went for 15 minutes. Then they left.