The single most important factor in negotiation
If you list all the possible factors that may alter negotiation outcomes, which one would you rank first? In this blog post, I’ll describe what is the most influential factor, give advice on how to use it, and explain the barriers stoping people from using it.
Offers clinic #2: Know more than thyself
In the last clinic, I praised the power of first offer and provided strong supporting evidence. However, that’s not the full picture and more devilish details are coming in an unexpected form. You may have heard how hard it is to “know thyself”, however, you may not realize how unnatural it is for us sapiens to put on the “hat” of the person sitting opposite us.
If you want to understand why and how, read on …
Case Analysis: Nico’s Choice
This is certainly not the first failed negotiation with employer and definitely won’t be the last. American football star Nico Iamaleava was recently dismissed from the University of Tennessee football team after a failed negotiation. What happened and how to interpret from a negotiation perspective?
What can we learn from this? Read on …
Offers Clinic #1: Should you always make the first offer when negotiating?
Offers are the only real and concrete currency when negotiating and everything else can be adequately described as smoke screen.
So, should you make the first offer or let your opponent do it?