When it comes to advanced negotiation tactics, consider this—Gavin Kennedy, an expert on negotiation, once wrote that “Preparation is the jewel in the crown of negotiating. Get this right, and your performance in the negotiation [...]
Did you know you can create business opportunities by focusing on interests as excellent negotiators do? Secrets Negotiators Know. Negotiators know they can find hidden opportunities in if they (1) learn about the needs of [...]
Students and clients often ask, "how can I cope with nervousness before a negotiation?" We all feel that way. Here are twelve suggestions. 1. Prepare Well. One of the first ways to deal with nervousness is to consider [...]
Administrators often say they can't negotiate with you. They're even less interested in talking about creative options to meet your needs. That’s because their organizations have a strong interest in order and consistency. 'Think inside [...]
"Prof Freeman, What can I do if the other negotiator is very powerful and I'm very weak? My best alternative to a negotiated agreement (BATNA) is weak at best. Must I just submit to his [...]
After three teaching trips to China, I’ve just begun to learn how exciting and challenging negotiating can be between Chinese and Americans. What are some of the biggest traps? How can you cope with them? [...]
What do you do when you've got five minutes before a surprise meeting and you haven't had a chance to prepare? Students from my negotiation course know that preparation for a negotiation is crucial, but [...]
Can you negotiate with Wal-Mart? With a big celebrity? With the President of the United States? In his excellent book, Breakthrough Business Negotiation: A Toolbox for Managers, former Harvard Business School Professor Michael Watkins suggests [...]
Several publications offer on-line articles that gives ideas about how to negotiate for a better rate on your hotel room. ^^“But isn’t it better to just use the Internet to get a good hotel deal?” [...]
Negotiating training has become a considerable industry. It has the potential to help your colleagues work much more effectively with each other and with other firms. How, though, can you know if the training works? [...]