Category Archives: Negotiation

US Negotiation Style

As a negotiation lecturer and corporate trainer, I am often asked about “other cultures” and how we should accommodate the “differences” in negotiation style when dealing with Japan, China, Eastern Europe, Latin America, and Arab countries. While it is true that each country has its unique issues in negotiation, I have always answered this question…

Defending Yourself Against Dirty Tricks in Negotiation

Unfortunately, some people will resort to “dirty tricks” in an effort get what they want in a negotiation. Below are a few examples of common tricks, along with some methods on how you can defend yourself, if not turn it back on them. One aggressive technique is the use of threats in a negotiation. Often…

Negotiate Better By Planning Ahead

Negotiating seems easy, but actually doing it can be hard. To maximize your success as a negotiator, you need to prepare before you negotiate. People who “wing it” often end up making unnecessary concessions and leave money on the table. Start by making a list of what you want and rank those things by importance.…