Barter and Its Benefits

Barter involves 2 parties. Each party wants to trade with each other and instead of exchanging cash for products or services, the exchange is carried out with products or services that each possesses. That is, there is a trade of a product or service that someone has, in return for another product or service the other party has...

Making the Deal: Women as Negotiators

Women look for the win/win in negotiations. They tend to want all parties to walk away with a good feeling about the resoultion of a problem.

Meet Me in the Middle: 5 Reasons to Negotiate for Compromise

Hate to negotiate? Think you have to be a trickster to land that contract? Think again. Here's why honesty is always the best policy, even when you're swinging those big biz deals.

The Top Nine Things A Doctor Needs To Know When Negotiating His Employment Contract

Learn how to negotiate your own physician employment contract.

How Much Are You Worth: Consulting Fees

How much is your time and expertise worth? Its the age old challenge for consultants: how much do I bill my clients? Sadly, there is no set in stone answer, however, here are some tips that will help you establish your rates.

What if Negotiation Were Easy?

What if we lived with an underlining set of principles to use our minds to see through the other person’s eyes with empathy when negotiating? What if everyone had John Nash’s “Beautiful Mind” and immediately worked toward a win/win? What if negotiations between people of different nationalities was not about winning and losing but about long-term future relationships?

Power is an Essential in Negotiations

Power is an integral aspect of all negotiations. Those who have it flaunt it. Those who don't, crave it. But is power all it is built up to be? Yes, it is!

Business Debt Resolution Creates Solution

Companies involved in disputes of $2,000 to $80,000 can find relief with a debt resolution counselor that can not only save the business time and money; it can save the future enterprise as a whole.

How to Negotiate When the Other Person Tells You that They Don't Have the Authority to Decide

One of the most frustrating situations you can run into is trying to negotiate with the person who claims that he or she doesn't have the authority to make a final decision. Unless you realize that this is simply a negotiating tactic that's being used on you, you have the feeling that you'll never get to talk to the real decision-maker.

Basic Principles Make You A Smarter Negotiator

The way that you conduct yourself in a negotiation can dramatically the outcome. I've been teaching negotiating to business leaders throughout North America since 1982 and I've distilled this down to five essential principles. These principles are always at work for you and will help you smoothly get what you want:

To Be a More Powerful Negotiator Never Say Yes to the First Offer

Power Negotiators know that you should never say Yes to the first offer (or counter-offer) because it automatically triggers two thoughts in the other person's mind.

To Win in Negotiations, Learn How to Taper Concessions

In extended negotiations over price, be careful that you don't set up a pattern in the way that you make concessions. Let's say that you're selling a used car and you've gone into the negotiation with a price of $15,000, but you would go as low as $14,000. So, you have a negotiating range of $1,000. The way in which you give away that $1,000 is very critical. There are several mistakes that you should avoid:

Unethical Negotiating Gambits and How to Protect Yourself Against Them

Let me teach you the unethical gambits that people can use to get you to sweeten the deal. Unless you're so familiar with them that you spot them right away, you'll find that you will make unnecessary concessions just to get the other side to agree with your proposal. Many a salesperson has had to endure an embarrassing interview with a sales manager who can't understand why he made a concession. The salesperson tries to maintain that the only way to get the order was to make the concession. The truth was that the buyer out maneuvered the salesperson with one of these unethical gambits.

Data Collection and Negotiations

What is data? How does it impact a negotiation. How do you gather it? Data is the meat of preparation. Negotiators should take the time to fully prepare. If they do this, often as not they will be better prepared than the other person. As a result, they will likely control the conversation and its outcome.