The Master Negotiator
Getting Time and Information on Your Side – November 2011 Master Negotiator
Time and information are two critical elements in any negotiation. To get these elements on your side, you must realize one very important fact: the negotiation process begins long before you ever meet with the…
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Everyone Loses in the NBA Lockout (For Now) – October 2011 Master Negotiator
What happens when you put the following people into one room: David Stern (The Commissioner of the NBA), Billy Hunter (Union Executive Director), a selected group of NBA team owners, and last, a group of…
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The Different Ways to Say “No” – September 2011 Master Negotiator
In a negotiation, there are times when you have to tell your counterpart “No.” The challenge is that for some people, the word “no” is the equivalent of a four letter word. Telling your counterpart…
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Take Control of Your Email Inbox
Managing multiple priorities, taming the email beast, and achieving work-life balance are all contemporary buzz terms for learning how to stay on top of our demanding jobs and schedules. Whatever you call the approach, the…
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Overconfidence – August 2011 Master Negotiator
In last’s month’s Master Negotiator, we talked about the importance of having confidence when you negotiate and, specifically, what you can to do build an even higher level of confidence. This month, we are going…
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Purposeful Questioning for Negotiating a Job Offer
You are interviewing for a job as a sales representative for a company that makes software for lawyers. Two of your main goals are to have more flexible working hours and to be able to…
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Negotiating With Confidence – July 2011 Master Negotiator
When you negotiate, confidence is a great attribute to help you achieve a win-win outcome. Dictionary.com defines confidence as the belief in oneself and one’s powers or abilities. When you have deep confidence, your counterpart…
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The Power of Competition in Negotiation – June 2011 Master Negotiator
In a negotiation, the counterpart who has the power is better able to positively leverage or improve their outcome. One of the fastest ways to gain power is to introduce competition into the negotiation. People…
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Reinvent or Die
Globalization, dazzling advances in technology and increased customer demands drive organizational change. To remain competitive, your organization and its people must be willing to adapt, or even completely reinvent, to stay relevant. As opposed to…
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6 Negotiation Lessons from Pawn Stars
For informal negotiation training, most people would not think about watching a reality show. But, right there on the History Channel is a television show that is one of the best at demonstrating what it…
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