All posts by Peter Barron Stark

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…

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…

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…

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…

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…