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A good negotiator must be skeptical. Not because the other party may be trying to be deliberately unethical or dishonest, although that may happen on rare occasions, but because when you take a skeptical approach to negotiating it gives you the opportunity to avoid misunderstandings. You often discover items or issues left out of the [...]

Your negotiating leverage is determined by how much you know about the other party’s attitudes, preferences and position. This is true whether you are selling something, buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations where you are trying to resolve differences.

These encounters [...]

The Chinese have a saying, “It is well to resist like water.” When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back. Then, in its own good time, it seeps and creeps back into position, first slowly and then with greater strength reaching its level.

In the [...]

Intelligent negotiation is the ability to get what you want without coercion, using relationship-based, emotionally intelligent persuasion. It’s the secret of successful negotiating with anyone for anything.

Negotiating is not about using strategies to defeat your opponent and walk away from the table a winner in a competitive world. It’s all about developing a process through [...]