There are situations in a typical business negotiation where a party to a deal must make the opening offer, even though they prefer not to. There are effective tactics to employ when one is forced to make the first offer, and I cover a lot of them in one of my earlier articles entitled: Opening Offers and Closing Minds. In that article I discuss the importance of thinking through the offer before making it, and thereby making the right kind of opening offers, because like most things in life, having a thought-out plan is the surest way to a positive result. [Read more…]
A key element in negotiation involves learning what is key to negotiation. It’s not redundancy. Its truth.
The process to learn effective negotiation skills is like an attempt to climb a sheer rock wall. It can be done, it has been done, but the sooner one identifies solid places to put his foot or grab a ledge, the faster…and more safely…the wall is scaled. Similarly, the sooner the “key” concepts are learned, the faster and safer the path to successful negotiation. [Read more…]