Negotiation
Asking for a Pay Raise
10 Steps for Negotiating a Pay Raise Several times a year, participants will ask us, “Do you have any tips on how to ask for a pay raise?” Any negotiation regarding a sensitive issue like…
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Negotiating Win/Win Deals
Negotiating Desirable Outcomes You may not realize it, but you are involved in negotiation a good part of every day. Any negotiation–whether it involves settling on the price of a product or service, agreeing to…
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The Role of Power in Negotiation
The word power has had a bad connotation for many years. It has received this reputation because most people associate the word with one side dominating or overpowering the other. I define power as the…
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Nonverbal Negotiation Skills
Researchers in nonverbal communication claim that as much as 90 percent of the meaning transmitted between two people in face-to-face communication is nonverbal. This means that little of your verbal communication will have an impact…
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10 Types of Power
Several types of power can influence the outcome of a negotiation. We emphasize the word “can,” because if you have power but don’t use it, the power adds no value to the negotiation. Position. Some…
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10 Tips to Create a Win/Win Outcome
In our negotiation video, 10 Tips to Create a Win/Win Outcome in Negotiations, we spoke about the first five tips to create a win/win outcome in a negotiation: Remember, everything is negotiable You need a…
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12 Keys for Successfully Selling at a Price that is Higher than your Competitors’ – April 2010 Master Negotiator
Click here for printable version “In business, you don’t get what you deserve, you get what you negotiate.” -Dr. Chester L Karrass One of the most frequent questions we are asked is how to negotiate…
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Wal-Mart: The Big Gorilla – March 2010 Master Negotiator
Click here for printable version. “Any business arrangement that is not profitable to the other person, will, in the end, prove unprofitable for you.” -B. C. Forbes In last month’s Master Negotiator, we advised against…
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You Have the Power to Walk Away… But Should You? – February 2010 Master Negotiator
Click here for printable version. “The most important trip you may take in life is meeting people half way.” -Henry Boyle Win-win negotiation is all about getting what you want, but also ensuring that the…
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Everyone Loses in a Price War – January 2010 Master Negotiator
Click here for printable version. “Nowadays people know the price of everything, but the value of nothing.” -Oscar Wilde As we learn about the current price wars going on between competing retailers, it is easy…
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