Undoubtedly, one of the keys to the success of a negotiation is good preparation. Some experts say that 90% of negotiation is preparation and 10% is inspiration. This may seem a bit extreme, but if you want to rely on 90%...
In your professional and personal life, you will be facing, very sadly, people lying to you. And this is a very difficult situation, not easy, not nice to be with people that are lying to you. So the key point here...
All of us negotiators, we are dealing with some negotiations face to face and some remote negotiations. Let's be honest, what's the percentage of your negotiations that are remote? Think about that for a second. I'm asking these questions to all of my...
When it comes to negotiation, there are different elements that can be complex for you as a negotiator. Managing complexity in negotiation involves handling situations where: Multiple negotiators are involved. There are different negotiation phases. There are multiple negotiating parties. ...
With cooperative negotiation, both parties collaborate to reach an agreement that allows both to obtain maximum performance. In this case, the first step is to create the value and then to distribute it. When you want to turn a competitive negotiation...
Knowing how to start a negotiation is as important as knowing how to finish it. Therefore, it is essential that you know when you have negotiated well so you can close the deal and when you have room to improve...
Today we share an interesting article by Art Markman that talks about How We Can Get Difficult Conversations Virtually. Thanks! As the psycholinguist Herb Clark has pointed out, human communication is optimized for small numbers of people to talk together face-to-face in...
We will start this article with an everyday example. If you go on a weekend trip to Rome and you don’t prepare anything (you don’t have a plane ticket, you don’t have a hotel booked, you don’t have restaurant reservations,...
We will start this post with an everyday example. If you go on a weekend trip to Rome and you don’t prepare anything (you don’t have a plane ticket, you don’t have a hotel booked, you don’t have restaurant reservations,...
At this post, we are going to give some clues that will allow us to respond to manipulative behaviors that can lead us to destabilize ourselves, first of all, we can find the 1st key: to accept the principle of...