Let’s Play Good Cop/Bad Cop

A very common and very effective negotiating tactic is called “Good Cop/Bad Cop”. This tactic involves two or more negotiators who work as a team. The good cop seems sympathetic to your interests and tends to be a good listener; additionally, the good cop tends to provide information and often tries to explain the position and interests of his or her team. The good cop seems to value the relationship with you and wants to preserve the relationship for the future.

Bribes and Gifts

A recent study by Transparency International, a non-profit organization dedicated to ending global corruption, surveyed 11,000 business executives. The survey studied the business ethics of the world’s top 30 exporting countries. The end result of the study as a stacked ranking of the nations most likely to offer bribes.

One More Thing

A very cool negotiating technique that is easy and has proven to be very successful is what I call “one more thing”. Let’s say that you have been negotiating an agreement, have made a few concessions, and are ready to finalize the agreement. In the back of your mind is a lingering doubt that maybe…

Search Engine Optimization

As a “solopreneur” who writes, speaks, coaches, and consults on the subjects of marketing and negotiation, I find myself spending more and more time working on my website since it is my main channel of distribution. My website and this blog help me build my brand with people who don’t me personally. Generally, my website (or my blog) is the first point of contact with my target customer. The challenge on the internet or in the blogoshere is how to be found.