Evaluating your Negotiation

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When we are completing a negotiation, we are elated that we reached an agreement and ready to get to work.  Before considering the negotiation complete there are a few items in the endgame that need to be done.  For instance we need to memorialize the agreement in writing before leaving the table, complete the contract […]

Can You Be a Good Guy in Negotiation?

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I often watch the guys negotiate on American Pickers and Pawn Stars (a couple of my favorite shows) to study their negotiation techniques.  Recently, both shows have shown a little used technique that has a lot of power.  They raise the price of an item when the seller seriously undervalues it, and tell them why […]

Did You Get What Was Promised?

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I have mentioned in a couple of blogs delivering what you promise.  This week’s blog takes a different look at providing services.  As part of writing a chapter for a book on business ethics, I would like to hear from others what their experiences have been after the deal was negotiated.  What has been your […]

Gratitude

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Most of us take the time this week to be thankful for what we have (bounty) or don’t have (woes such as poor heath).  My feeling is that we should not make this a one week or one-time event just before we pile into the turkey.  Being grateful is a practice that we as business […]

Learning From Our Mistakes in Negotiation

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Part of what makes successful negotiations work is the integrity of the parties.  I attended a woodturning demonstration this past weekend taught by Richard Raffan.  Richard has been turning for 30 years or so and is one of the leading turners in the world.  Richard demonstrated techniques and turned and finished numerous pieces including four […]