A discussion between two lawyers I recently listed in on reminded me that (usually) hidden motivations are what drive leverage in negotiations, not personality traits of the person you are negotiating with.

Let me elaborate; I put on my Negotiation Coach hat during the discussion I overheard and here is what I noticed – #1 Guy started by asking #2…

Experts in time management often say that 20% of our customers take up 80% of our time. With just a few customers taking up a disproportionate amount of time, it is essential to learn how to say no, and still keep that conversation going. That’s right, say no. Not the no you have heard parents say to children, but another…

Negotiating with someone you do not trust is challenging, and in some circumstances, that cannot be avoided. Two common questions often arise when faced with negotiating with the untrustworthy: “How do I negotiate with someone I do not trust”, and “wouldn’t I have ‘sucker’ written on my forehead?” When faced with a situation where you must negotiate, and you do…

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 point.

By setting a goal, you are setting your roadmap for success. Studies…