I lost big playing a negotiation game at the University of Tennessee. My team was caught off guard by our opponents’ tactics. Our opponents were “playing not to lose.” HUH? I play to win. I thought everyone played to win. The other team were wolves in sheep’s...
Imagine that you are reading the Sunday paper. You suddenly see your vendor’s company name in an article about their stock value plunging on news that they were experiencing “constraints” delivering their services. On August 10th, that very thing happened to the...
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...
If you could grant yourself one wish that would help you feel more confident at your next negotiation what would you grant yourself? Would you want to know if you are leaving money on the table? Would you want to know what the other person really wants from your...
When is the last time that you sat down to think about your goals for an upcoming negotiation? If you are like many others, you have not considered this question beyond thinking about price. There is much more to setting negotiation goals than hitting a certain price...
