Category Archives: The Master Negotiator

Have you ever negotiated with someone that sits across the table from you, never changes their expression and doesn’t say one word? There is nothing more intimidating than to realize that you’re doing all the…

Have you ever negotiated with someone who will just not shut up? This makes it hard for you to make a point or get a word in. Plus, it’s difficult to close a deal or…

In our October 2011 issue of the Master Negotiator, we talked about the National Basketball Association’s (NBA) lockout and the inability of the Commissioner of the NBA, the team owners and the players to pull…

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…

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…

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…