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Mahatma Gandhi Rides First Class
The story dates back to Gandhi's days in South Africa. South African law required Indians (or 'coolies' as they were called by the white South Africans) to travel third class on trains. Soon after arriving in South Africa, Gandhi learned first hand about this rule when he was thrown off for trying to ride in a first-class car. It was an insulting episode in his life and made a deep impression on him. What is less well known is that Gandhi immediately looked for a...
Chetan Walia
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Lessons Learned From a Roman Street Vendor - Even the Smallest Business Can Negotiate Effectively
All businesses need to be able to effectively negotiate for products and services. Even small businesses can achieve their goals by understanding basic principles of negotiations. This article describes a real-life negotiations situation that highlights key concepts.
Jack Pachuta
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How To Successfully Negotiate In Writing
When you negotiate in writing, compared to face to face, do you change your negotiation style? If you don't, you should consider doing so. After all, cues you would otherwise pick up in a face to face negotiation, you'll miss, because you won't be able to discern nonverbal signals and other cues you'd gather in face to face negotiating.
Greg Williams
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Think Like a Negotiator
How many times have you heard "Everything Negotiable?" You have probably heard this quite a few times in various contexts. However, have your really taken it to heart? Do you look at every situation as a chance to negotiate? Each time you want someone to do something for you, or someone wants you to do something for them, a negotiation is in process. From now on, look for opportunities to negotiation and practice your negotiation skills at every opportunity.
Alain Burrese
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Negotiating - Advantage Women?
Do women have an inherent advantage over men at the negotiating table? That's the opinion of several legal experts.
Connie Glaser
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Negotiation Mastery - Knowing When to Say When
Negotiation in business is a critical aspect to getting more accomplished and generating more valuable sales. Negotiation is founded upon principles but it could be argued that it is more art than science. The best negotiators are often brilliant strategists and gifted technicians but their perhaps most unsung trait is the mastery of the true art of negotiation.
Matt Fagerness
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Focus On Core Concerns When Negotiating
Emotions will have an impact on negotiations, whether we acknowledge them or not. Rather than dealing with each and every emotion that we have, and that our opponents are feeling, "Beyond Reason" presents a strategy where you turn your attention to what generates these emotions. The five core concerns that stimulate many emotions during negotiations are appreciation, affiliation, autonomy, status, and role. By dealing effectively with these concerns, you can stimulate positive...
Alain Burrese
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Negotiation Training Can Help in Overcoming Intimidation in Negotiations
Becoming a good negotiator will not only improve your company's bottom line in the short term, but it can also increase the number of long-term clients doing business with you. When you can learn through close listening what your client wants, you can offer them what they need in a manner that is satisfying both to you and them. A positive business experience will build your confidence, and keep your happy customers coming back. Learning the skills of negotiation will help both you...
Wayne Hemrick
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Use the Right Negotiation Style to Be a Winning Negotiator
When you negotiate to what degree should you disclose what you hope to receive from the negotiation and how should you go about revealing your desires? The answer to a great extent depends on the type of person you're negotiating with and the perception you wish them to perceive of you.
Greg Williams
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Buyer's Viewpoint of the Bogey
I hope you remember the discussions we had during our negotiation seminar about the "Bogey." I created this negotiating term after conducting my initial research into negotiating. I use this label to describe a simple negotiation skill that really works. All you have to do is try it a few times to prove this to yourself.
Dr. Chester Karrass
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