#67 Creating Value in Negotiation

creating value: image of a phoenix

We negotiate because we want certain tangible interests satisfied. We may also need to talk through past events, or build a stronger working relationship. Additionally, there is another type of benefit to negotiation that can be a potential goldmine. It is the possibility of creating value that is not evident … Continue reading

#66 The Negotiator’s Dilemma

Negotiator's dilemma

In the previous two blogs I presented some of the ways that one could be taken advantage of in negotiation and how to respond to them. So far I have covered tricks, power grabs, exaggeration, and possible reneging on agreements. But there is another deeper and more profound problem that … Continue reading