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

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

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