Tag Archives: negotiation

The One Thing Never To Do When You Negotiate

Negotiating can be terrifying, emotional, and frustrating. But don’t let that lead you to making this one crucial mistake. Negotiation has a reputation problem. Most people see it as a way to manipulate others to do their bidding. Much of that comes from the way negotiation is portrayed in popular media. The quintessential negotiator is the one who cleverly plays ...

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The 7 Most Important Words in a Negotiation

It’s tempting to give ultimatums in tense negotiations, but how you give them is what’s important, according to a former FBI kidnapping negotiator. I love to negotiate, sometimes a bit too much. A deep negotiation has to be one of life’s most exhilarating experiences. Few things will force you to dig deeper into your creativity, to become so fully aware ...

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One Thing Never to Do When You Negotiate

Negotiation may well be the single most important and yet least understood business and life skill. Most people see negotiation as a conflict between adversaries, a way to one-up an opponent through manipulation. With over 30 years of running businesses, I can tell you that nothing could be further from the truth. Negotiation is not a boxing match; it's more like a dance between strangers in which the participants need to develop a deep understanding of each other to avoid tripping over themselves.

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Innovation Perspectives – A Common Purpose

This is the second of several ‘Innovation Perspectives‘ articles we will publish this week from multiple authors to get different perspectives on ‘How should firms collaborate with customers and/or value chain partners to co-create new products and services?’. Here is the next perspective in the series: by Yann Cramer Co-Creation Springs from a Sense of Common Purpose Too often the ...

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Innovation is a Form of Win-Win Negotiation

Almost three decades ago, Ury and Fisher published their ground-breaking negotiation method, “Getting to Yes” that laid the foundation of win-win negotiation. Reflecting back on my early years in B2B Account Management and my current activities in Technology, I was struck by the parallels between win-win negotiation and innovation. Negotiators look for the fundamental interests underneath the positions. For instance, ...

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